Welcome to this Aidpreneur.com training on Pipeline Management for RFAs, RFPs and RFQs. I’m Stephen Ladek, host of the Terms of Reference podcast and founder of International Solutions Group.
All too often in the world of international development and humanitarian aid, new business development – or fundraising – is a haphazard or inconsistent process; limiting growth and hampering sustainability. This is especially true with smaller organizations and individual consulting practices.
Whether you are working for a large company, small NGO start-up or just building your own practice, learning how to manage your pipeline of opportunities is critical. In short, pipeline management consists of identifying opportunities, making consistent choices about which opportunities to pursue, executing on the pursuit of chosen opportunities and then evaluating your performance (in this case your wins/losses).
The goal of this training is to provide you with a step-by-step process for managing your pipeline of opportunities related to RFAs, RFPs and RFQs.
These types of opportunities are very specific in nature because they are all a part of what is known as a public or “blind” tendering process. This training will NOT cover pipeline management for other types of consulting opportunities that are built from cold calling, consultative sales or similar.
Before you move on to the next section, there are five prerequisites I want to make sure you are aware of, so that you don’t get lost in any “jargon” and that you get the most out of the material. If you have questions about any of these prerequisites, please take the time to visit our other trainings to get up to speed.
- First: you should know what I mean by a “pipeline” of opportunities and why this is important for you to maintain in your practice or business.
- Second: You should already have a firm grasp of where you find RFA, RFP and RFQ opportunities.
- Third: You should have an understanding of the high level “go/no go” decision criteria you use to filter out qualified opportunities
- Fourth: You know who is responsible for collecting and sharing all new opportunities
- Fifth: You know how potential opportunities are shared with your team. For example, at International Solutions Group, we use an online platform called “Pipedrive” to store and manage all of our fundraising and business development activities.
Thanks again for joining this training; please make sure to give us feedback by emailing firstname.lastname@example.org.