To Bid or Not – Reading and Responding to RFPs
Format: Live webinar (on-demand recording will be available on July 3rd)
Duration: Approx. 90 minutes
Presenters: Robert E. Jones and Melissa Metzger
NCMA Certifications: 1.5 CPEs
APTAC Certifications: Pending
APTAC BOK Certification: Pending
Stop wasting time writing losing proposals. Do you have a clear bid/no-bid decision process? Focus on work you can successfully complete, and submit winning proposals. Companies fail to win work because they:
- Do not fully understand the needs of the customer and propose a viable solution.
- Spend more time talking about themselves instead of about the solution or how to solve the customer’s problem.
- Do not answer all of the questions in the RFP or provide the requested information.
- Do not follow instructions regarding file type or size, page length, or other administrative items.
- Do not submit the proposal on time.
Winning government contracts requires an effective proposal process. This session walks through the prescribed format of government RFPs, common pitfalls, and best practices. We’ll explain the intended purpose of each section of the RFP and where to find the information necessary to prepare your proposal.
How do you answer the following questions regarding your proposal process?
- Do we assign a proposal coordinator?
- Does the RFP align with our strategic plan? Is the work in our wheelhouse?
- Do we have the capacity?
- Do we have the resources and infrastructure?
- Do we have the funding and cash flow to perform?
- Join us to learn more about the RFP and proposal process, and how to improve your chances of winning!
Target Audience: Federal small business contractors
Meet Your Presenters:
ROBERT E. JONES. Award-winning speaker, Robert E. Jones shows audiences how to navigate the constantly changing legal and regulatory landscape of government contracts. In his engaging and highly rated presentations, he shares insider secrets drawn from 15 years of DoD contract and accounting experience. His proactive, decisive approach to finding opportunities and solving problems is based on experience in managing more than $30 million in federal contracts.
Mr. Jones has experience with a wide variety of speaking engagements, including emcee/moderator, seminars, training, chapter meetings, and conference presentations. He engages audiences with innovative approaches to contract profitability, accounting, compliance, and related topics.
The West Virginia native, Mr. Jones earned a bachelor’s degree in accounting from the McColl School of Business at the Queens University of Charlotte in North Carolina. He holds a master’s degree in accountancy from The Graduate School of the College of Charleston in South Carolina. He is a licensed CPA in the State of Ohio.
MELISSA METZGER, MAFM – Throughout a career spanning multiple industries, regulatory environments, and company structures, Ms. Metzger has successfully developed and instituted compliant and efficient processes that have saved businesses over $1.5 million during the last 5 years, managed over $100 million in annual federal funds, and has worked with multiple stand-alone funding streams with different regulatory constraints and accounting requirements.
Growing up in an educationally-driven military-supporting family in north-central Ohio, Melissa developed many of the skills she relies on now to achieve her professional successes. Her inquisitive, supportive, innovative, collaborative and learner-based approach facilitates her ability to quickly understand the inner workings unique to each business and develop a custom solution. Melissa’s strategic business acumen and skill-set allow her to excel in small and large business settings and diverse industries including manufacturing, publishing, transportation and warehousing, housing, and service-based environments.
Ms. Metzger is a Certified QuickBooks ProAdvisor who earned her bachelor’s degree in accounting from Otterbein College in Ohio. She holds a master’s degree in accounting and financial management from the Keller Graduate School in Ohio.