Most would agree that a company’s biggest asset is their employees. The same can be said for an RFP team and the Subject Matter Experts (SME) they partner with. SMEs are an invaluable resource to a proposal team, providing pertinent content and data for prospect and renewal RFPs. Without the support and partnership of SMEs, RFP content can lack substance needed to win contract awards.
The truth is, when asked, most RFP teams will say their relationships with SMEs is less than desired. It is not that people aren’t willing to help, but they may feel overwhelmed with the amount of work already on their plates. Many SMEs don’t understand their role in responding to RFP’s and their value to the organization. An RFP award can translate into millions of dollars in revenue along and an increase in membership to an organization.
So how can an RFP team better engage their SMEs? Below are few processes you can implement this year to ensure the restart of new, strategic partnerships.
- Educate on the RFP process and timelines
- Most SMEs can be less than willing to help. Mostly, because they aren’t aware of the RFP process, timeline, client expectations, and impact to the organization. Taking the time to educate them, their teams, and department leaders will improve collaboration when needed.
- Staff meeting collaborations
- Most SMEs can be less than willing to help. Mostly, because they aren’t aware of the RFP process, timeline, client expectations, and impact to the organization. Taking the time to educate them, their teams, and department leaders will improve collaboration when needed.
- Updating SME contacts and department org charts
- People come and go, so make it an annual practice to update your contact database and collect org charts. This will help your RFP team when reaching out for help and avoid them chasing their tales for answers.
- Annual roadshow to establish roles and responsibilities
- This is a successful forum to get in front of accountable teams and set the stage at the beginning of the year. Introduce RFP team members, outline roles and responsibilities, discuss knowledge of pipeline to understand volume, and answer questions. Make it fun with some RFP trivia!
- Understand the world of your SME’s
- All departments in an organization are busy. Take the time to understand their roles and when they tend to be busier throughout the year. Perhaps there are better times to capture pertinent updates to content, outside of an RFP. This collaboration will help strengthen your partnership.
We all work hard to build relationships in our personal lives. It is just as important in the business world. Networking and maintaining business associates throughout your organization is essential as an RFP leader and team member. Your SME’s will be more likely to have your back as an established partner when you need them the most for your RFP responses.
About Weber Associates
Weber Associates is a Columbus, OH based consulting firm. Since 1985, we have blended the creativity of a marketing agency with the analytical rigor of a consultancy to help our clients significantly grow revenues and customer loyalty. People hire us to solve real sales and marketing challenges. To improve their sales process. To grab someone’s attention and selling something. In short, they hire us to make their marketing make more sales.
