Writing a Winning Response to an RFP 

June 14, 2012  

Course Objective:  

How to prepare more effective and compelling proposals that help advance your community through the site search process instead of being eliminated because of a poor proposal submission.

Who will benefit from this course?  

Both experienced and new professionals in economic development will benefit with new insights and skills.

• Regional, county-wide and local economic development professionals
• Municipality economic development staff
• Commercial real estate professionals

What will I learn if I attend the course?

• Understanding of client needs and sources of leads;
• Knowledge as to how to use WEDC's proposal tool (so you can respond to state leads);
• Sources for proposal information;
• Guides for proposal content and assembly; and

What topics that will be covered in the course?

• Defining the client and understanding their needs
• Fundamentals of competitive responses
• Case studies vs. testimonials
• Packaging the proposal
• Understand how a response is used in Site Search Evaluation - learn what site selectors do with your information

   

 

Sales Skills for Economic Development Professionals 

June 15, 2012   

Course Objective:  

How to hone your sales skills relevant for site selection and expansion decisions, in order to keep your community in the site search process longer instead of being eliminated early.

Who will benefit from this course?  

Both experienced and new professionals in economic development will benefit with new insights and skills

• Regional, county-wide and local economic development professionals
• Municipality economic development staff
• Civic leaders and elected officials
• Chambers of Commerce staff
• Business support groups.

What will I learn if I attend the course?

• Enhanced communication skills for making client interaction more valuable, drawing attention to communities that are ready to support the company's success in their community;
• Insights on how site selectors view sales calls, meetings and site visits; and
• A game plan for calling on companies and site selectors.

What topics that will be covered in the course?

• Sales Fundamentals - How people "buy", effective questioning, framing your message
• Portfolio Management
• Sales Outreach - preparation, lead sources, phone skills, outbound appointments/marketing missions, site visits, closing deals, exit interviews
• Community Survivors Exercise