1. Improve Transparency of Your RFP Process to Management

2. APMP BID & PROPOSAL CON 2015 | PAGE 2 The Best Resource Managing RFPs GENERATE AN EXECUTIVE DASHBOARD WITH SIMPLE MS OFFICE TOOLS

3. APMP BID & PROPOSAL CON 2015 | PAGE 3 Transparency Defined by Merriam Webster  1: something transparent; especially : a picture (as on film) viewed by light shining through it or by projectiontransparent  2: the quality or state of being transparent  In a business sense - Transparency is about information. It is about the ability of the receiver to have full access to wanted information, not just the information the sender is willing to provide. Transparency embodies honesty and open communication because to be transparent someone must be willing to share information when it is uncomfortable to do so.  ** See more at: http://managementhelp.org/blogs/business- ethics/2011/03/14/transparency-is-a-key-to-performance/#sthash.O8btv2eK.dpuf

4. APMP BID & PROPOSAL CON 2015 | PAGE 4 Communication Theory of Equals  Here is where you can find it.

5. APMP BID & PROPOSAL CON 2015 | PAGE 5 Communication Theory of Equals  Here is where you can find it.  That’s right next to a place I’ve been.

6. APMP BID & PROPOSAL CON 2015 | PAGE 6 Communication Theory of Equals  Here is where you can find it.  That’s right next to a place I’ve been. Feedback loop

7. APMP BID & PROPOSAL CON 2015 | PAGE 7 Where are we in this process? Inform bosses how RFP progresses

8. APMP BID & PROPOSAL CON 2015 | PAGE 8 What do bosses you know want to know? Inform bosses how RFP progresses

9. APMP BID & PROPOSAL CON 2015 | PAGE 9 Here is what we found bosses think about. Inform bosses how RFPs progress

10. APMP BID & PROPOSAL CON 2015 | PAGE 10 YOU Be the best Keep internal snipers at a distance THEY Think they’re the best

11. APMP BID & PROPOSAL CON 2015 | PAGE 11 Keep It Visual

12. APMP BID & PROPOSAL CON 2015 | PAGE 12 Focus the Progress Numerically

13. APMP BID & PROPOSAL CON 2015 | PAGE 13 Use a worksheet to total up tasks

14. APMP BID & PROPOSAL CON 2015 | PAGE 14 Totaling the Sales Director tasks

15. APMP BID & PROPOSAL CON 2015 | PAGE 15 # Unanswered, In Progress, Ready

16. APMP BID & PROPOSAL CON 2015 | PAGE 16 Total the columns

17. APMP BID & PROPOSAL CON 2015 | PAGE 17 Total columns for everyone

18. APMP BID & PROPOSAL CON 2015 | PAGE 18 Read through the materials received Use comments and highlight Keep track of questions Submit questions to gatekeeper Pre- Read: Give Them Help - Rapid Response Tips, Tools

19. APMP BID & PROPOSAL CON 2015 | PAGE 19 Give Them Help - Rapid Response Tips, Tools Library of frequent RFP questions Refresh regularly with info from recent RFP’s, product releases Look at various customers, verticals, new products, etc. Add new knowledge when you find it Use Your Toolset

20. APMP BID & PROPOSAL CON 2015 | PAGE 20 Rapid Response Tips – External Sources Sort by questions assigned to you If you come across a topic that you know is represented in multiple areas of the RFP, use your RFP editing tool to search for these topics and complete your responses Make comments in responses that you know need further review Tag as “in progress” to ensure that you come back to these later Know your SME’s Submit questions to them Save this info for future use Response and RFP Management Tools

21. APMP BID & PROPOSAL CON 2015 | PAGE 21 Use external sources of information outside of your library Vendor documentation that is public User’s guides, reporting details, login to demos LinkedIn Google Your Corporate web site Case Studies Press release info Actual product logins Rapid Response Tips – External Sources

22. APMP BID & PROPOSAL CON 2015 | PAGE 22 Final Review Re-read your responses Rapid Response Tips – External Sources

23. APMP BID & PROPOSAL CON 2015 | PAGE 23 Final Review Re-read your responses Read Executive Summary Rapid Response Tips – External Sources

24. APMP BID & PROPOSAL CON 2015 | PAGE 24 Final Review Re-read your responses Read Executive Summary Read other answers Rapid Response Tips – External Sources

25. APMP BID & PROPOSAL CON 2015 | PAGE 25 Final Review Re-read your responses Read Executive Summary Read other answers Look for cohesiveness in response Rapid Response Tips – External Sources

26. APMP BID & PROPOSAL CON 2015 | PAGE 26 Final Review Re-read your responses Read Executive Summary Read other answers Look for cohesiveness in response Use spell check Rapid Response Tips – External Sources

27. APMP BID & PROPOSAL CON 2015 | PAGE 27 Final Review Re-read your responses Read Executive Summary Read other answers Look for cohesiveness in response Use spell check Use graphics and case studies wisely Rapid Response Tips – External Sources

28. APMP BID & PROPOSAL CON 2015 | PAGE 28 Increase management’s confidence

29. APMP BID & PROPOSAL CON 2015 | PAGE 29 Use Excel to Filter Only the Unfinished

30. APMP BID & PROPOSAL CON 2015 | PAGE 30 =IF(AND(U3=1,$O3=V$1),1,0) Let the Formulas Do the Work for You Double Click Here for Sample >

31. APMP BID & PROPOSAL CON 2015 | PAGE 31 Automation system agnostic Use Any Solution That Reports Status

32. APMP BID & PROPOSAL CON 2015 | PAGE 32 Minimum effort, maximum boss satisfaction Copy and Paste Your Way to Success

33. APMP BID & PROPOSAL CON 2015 | PAGE 33 Track Progress Easily, Report Clearly

34. APMP BID & PROPOSAL CON 2015 | PAGE 34 Questions  Ask us about it all.

35. APMP BID & PROPOSAL CON 2015 | PAGE 35 Questions  May we ask you some things?

36. APMP BID & PROPOSAL CON 2015 | PAGE 36 Nancy Bergantzel Sales Engineer West Corporation Interactive Services Phone nlbergantzel@west.com westinteractive.com Contact Us APMP PO Box 77272 Washington, DC 20013-7272 Phone: +1 - (202) 450-2549 www.apmp.org Chuck McGavren RFP Manager West Corporation Interactive Services 402-716-0431 comcgavren@west.com westinteractive.com