Differentiate The world has changed. There are far more choices, but there is less and less time to sort them out. In the initial RFI review, evaluators aren’t looking for a winner – they are looking for reasons to eliminate – and many times QUICKLY! Simply, who meets the initial, key criteria? Study, study, study the RFI! (that is, you and your highlighter) Put yourself in the client’s shoes - be it a consultant or company. Think evaluation checklist! Differentiating Make sure your community can actually meet the RFI’s initial, key criteria! Take the initial RFI response and concentrate on adding to differentiate your community’s response! Forget cookie-cutter! Treat each response special! When they open the RFI gate, give it all you have! Your response should be approached from the consultant’s/company’s point of view. Remember, what they need to know should determine the content. Focus on the ease of evaluation when responding. Differentiating Develop a cover letter in which the key criteria is fully addressed. Make sure the letter can stand on its own. Master the details. Make sure your message can’t be missed. The 25-acre site, under the ownership of Anytown Industrial Authority, is located in our 200-acre Commerce Industrial Park. The park’s current companies – Triumph Inc., Energized International and Yummy Foods - easily reach Interstate 14 which is three miles by way of our four-lane U.S. Highway 77. The park’s 12-inch water line and 8-inch sewer line can address your 70,000 gpd with our current excess water treatment capacity of one million gpd and sewer treatment capacity of 900,000 gpd. To save you time, a Phase One environmental report has been conducted with no challenges noted. Soil borings have also been performed. Differentiating Include the benefits with your features To save you time To save you money To reduce your risk Prospects don’t want facts; they want answers! They want answers to their situations and their concerns. Differentiating Trade the buzz language for community statements of substance. It’s about your compelling/persuasive evidence! Differentiating Set the benchmark. Use your community’s advantages not only to cast favorable light on your community but to cast shadows of concern on your competition. Our population base of 245,000 within a 20-mile radius of Commerce Industrial Park offers a generous pool of potential employees for your workforce needs. Differentiating Turn any negatives into positives. No one is inspired by the negative. Differentiating Your cover letter needs to mirror the RFI making it simple for the evaluator to complete his/her checklist when it comes to your response. Differentiating Give the prospect what they request. Avoid throwing in everything from generic marketing brochures to a wage survey “just in case” they might want it. Differentiating What is stated in your cover letter should be consistent with what is stated in any supplemental materials and on your web site. Differentiating Check your numbers against national databases. The evaluator might only be confirming his/her earlier homework. Don’t have your community pretend to be something it isn’t. Differentiating With site and building photos, take the time to define and label. Don’t leave the evaluator guessing. Differentiating Oh where, oh where are you? A strong vicinity map speaks tons! Differentiating Remember different people process information differently. Some scan - some skim. Some are into visual - some verbal. Make sure your response is user-friendly for various audiences. Differentiating Really separate from the pack with a “customized” executive summary. Give it a look different from the rest of the response. Differentiating Completing “their” RFI form? Differentiate your questionnaire responses with a different color or at least bolding of responses. Add your logo to the bottom of each page if possible. Differentiating Call on your review buddies. Don’t go it alone. As the author of the response, you may not see obvious grammatical mistakes or gaps in information that others will spot right way. Differentiating Emailing? Do a test run. Send your RFI response to your review buddies and make sure everything being sent can be received as desired. Be sure and label your file(s) for clarity and understanding. Differentiating Make sure your enthusiasm for the project and your passion for your community is most evident. “Do whatever it takes. There is very little traffic in the extra mile.” - Anonymous “Shoot for the moon. Even if you miss, you’ll land among the stars.” - Anonymous “Don’t be afraid to give up the good to go for the great.” - Jim Collins Thank You for Letting Us Be on Your Team! HOW TO WORK WITH A PROSPECT DO’S AND DON’TS Preparation leads to Relaxation Submit Data – Don’t Overwhelm Plan the Site Visit (Flexibility & Humility) Professionalism: Be More Than They Expect Business Etiquette Follow Up
"Spot the Mistakes Business Etiquette - PowerPoint"