Get More Clients Podcast: Interview with Tom Searcy of Hunt Big Sales

by Ian · 0 comments

Readers of my Outside In Newsletter will know I’m a big fan of Tom Searcy’s new book RFPs Suck!. It’s the first real coverage of how to win business by effectively responding to Requests for Proposals and Tenders.

As all professionals know: RFPs and tenders are becoming increasingly common. It’s no longer possible to ignore or avoid them and focus on relationship approaches to developing business. More and more large companies and government organisations are mandating the use of formalised RFP processes. If you want to win big projects, you have to know how to win tenders and RFPs. And Tom’s book is by far the best guide I’ve seen to doing so.

I caught up with Tom vie teleconference recently and asked him a few questions on how professionals can improve the way they deal with RFPs. Tom gave some great insights into RFP-winning strategies we can all learn from. A couple of the areas covered include:

How to decide which RFPs to respond to and which to avoid
How to overcome barriers to accessing key personnel
How to differentiate your response from your competitors
How to overcome large companies fears of dealing with small professional firms

The line is a bit crackly – but the content is sparkling!

Podcast: Play in new window | Download

You can get a copy of the book in the UK here: RFPs Suck!

Or in the US here: RFPs Suck!

Tom’s site Hunt Big Sales contains a load of great articles, blog posts and free e-books. It’s well worth a look.

PS Tom’s just emailed to say that the book is now available in paperback in the US: RFPs Suck! in paperback

* Disclosure: The links are amazon affiliate links. If you buy through those links I get a few pennies.

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Tagged as: podcast, rfps suck, tom searcy

by Ian on 27 November 2009 · 0 comments

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I work with professional service firms - consultants, lawyers, accountants, surveyors, architects and coaches - to help them attract more clients and win more new business.

Many professionals are highly skilled at what they do - but are not sure how to best market their capabilities and are uncomfortable in selling situations. I help them get comfortable and competent at marketing and selling their professional services - helping them to grow their practices and build fulfilling careers.
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I work with the leaders and staff of professional service firms to help them achieve their business growth goals.

My clients are lawyers, consultants, accountants, architects, surveyors, coaches, and other professionals. I help them improve their marketing and sales capabilities to get more clients and win more new business.

My clients are primarily based in the North West of England: Greater Manchester, Cheshire and Merseyside
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A typical engagement will start with a Business Development Healthcheck to identify strengths and weaknesses in marketing & sales.

Then depending on priorities, I will deliver tailored services in areas such as:
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I've been helping some of the world's leading organisations with their marketing and sales challenges for over 16 years.

More importantly, I've "walked the talk" and sold multi-million dollar consulting engagements across multiple countries and cultures.

I'm far from a natural salesperson. But through study and experience I've learned what it takes for even the most reluctant of professionals to become highly effective at marketing and sales - and that's what I teach my clients

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