Winning the RFP Process

More and more frequently private sector companies and government organizations are moving away from the traditional bid process and releasing Requests for Proposals (RFPs). Construction companies will win or lose contracts based on their responses to these RFPs. Successfully responding to a Request for Proposal requires knowledge, understanding and a proposed solution of the subject, while convincing the potential owner that your company is the best option to build their project. Your response must not just be compliant - it must be compelling!

In this course, you will create a winning response to an RFP by working through a real-life case study.  Throughout the development of your RFP response, you will cover these topics:

• Differences between a Request for Quotation (RFQ) and the typical prequalification in the bid process and how to respond to that RFQ.
• Where there are RFP opportunities in the public and private sectors.
• Your company’s SWOT (Strengths, Weaknesses, Opportunities and Threats) and how to leverage these for the RFP response.
• How to analyze the RFP to understand:
  • The owner’s requirements both for the RFP response and the project
  • RFP components and deliverables
  • How your company can best suit the solution by performing a GO or NO GO analysis.
• A successful strategy for developing a winning response and a winning theme.
• Assessing the importance of knowing the competition.
• Prepare a written response effectively while following the guidelines set out in the RFP, including the executive summary, resumes, project selection, project appreciation, lessons learned and why your company is the best choice.
• Practical tips for writing your response and the difference between mandatory and weighted criteria.
• Strategies in asking for an RFI (Request for Information) and when it’s best not to ask.
• How to complete returnable schedules and what the schedules are asking for.
• Effectively crafting your RFP responses.

Exclusive to this workshop is a comprehensive practical manual used as a reference and guide throughout the sessions. The manual is based on accumulated knowledge gathered over 40 years in the construction industry. It is a valuable and effective tool that contains not only practical how-to’s, checklists and templates but will also be a foundation for new processes and procedures back in the office or on the jobsite.

• General Contractors
• Trade Contractors
• Architects
• Designers
• Engineers
• Bid / Proposal Managers
• Allied professionals in the construction industry

Lee Kelly, President, Constructing Minds Inc.

Lee Kelly M.A.A.T.O., P.GSC is Founder and President of Constructing Minds Inc., a company dedicated to providing relevant and applicable training to the construction industry.

Lee has boots on the ground experience. With over 35 years of construction management/general contracting experience under her belt she has gained extensive knowledge and a solid foundation in construction practices, processes and procedures in all contract delivery formats. Lee knows construction because she has built it.

Lee has been a member on the National Gold Seal Committee, has won the Construction Institute of Canada (TCIC) Chancellor’s Award of Excellence and has earned certificates in Teaching and Training Adults and Instructional Design. Her enthusiasm for training makes her a highly informative, interactive, motivated and sought-after trainer from coast-to-coast.

Course format is Live, Online, Instructor-led training. 

• This course is facilitated by the instructor on the AdobeConnect platform. Access information from the instructor will be provided to you in advance of the training.
• You will be expected to participate in group discussions and other activities with your instructor and classmates during the course.

This course is delivered in partnership with local construction associations across western Canada and Ontario. You will be participating with a cohort of industry peers from throughout these regions.

WCA Cancellation Policy

WCA will provide a full refund or education credit equal to the amount paid for the course if registration is cancelled two (2) full business days prior to the course start date. Payment is non-refundable for cancellations made within two (2) full business days of the course start date and there will be no transfers to future course dates.

Complimentary substitution of another member of your company/team is welcome right up until the course start time for no additional fee. Please email us at wcaeducation@winnipegconstruction.ca if you require a substitution.