Responding Successfully to A Request For Proposal

More and more frequently private sector companies and government organizations are releasing RFPs as part of their procurement process and moving away from the traditional bid process. Construction companies often win or lose contracts based on their responses to an RFP. Answering a Request for Proposal (RFP) effectively requires knowledge, understanding and a proposed solution of the subject, while convincing the potential Owner that your company is the best suited to build their project.

Through case study of an actual RFP and the development of an RFP response this course will cover:

  • An overview of the RFP process and comparisons with other procurement types.
  • Analyzing company SWOT (Strengths, Weaknesses, Opportunity and Threats)
  • Determining “GO/NO GO”
  • Building the winning Team
  • Analyzing Owner RFP requirements
  • Developing Win Strategies
  • Proposal development and submission
  • Risk and Opportunity analysis
  • RFI strategies
  • Presentation techniques


Participants will gain hands-on knowledge to:

  • Understand the differences between a Request for Quotation (RFQ) and the typical prequalification in the bid process and how to respond to that RFQ.
  • Learning the fundamental differences between an RFP and the traditional bid process.
  • Understand how to analyze your companies SWOT (Strengths, Weaknesses, Opportunity and Threats)
  • Learn how to determine a “GO/NO GO” when determining if your company should pursue the RFP or not
  • Understand the Owner’s requirements.
  • Learn how to analyze the RFP and create a successful strategy for developing a winning response.
  • Learn to prepare your written response effectively while following the guidelines set out in the RFP.
  • Learn how to create a strategy with respect to the Request for Information (RFI) process and Owner/Design meetings.
  • Develop win strategies
  • Understand and create Differentiators to set your company above the competition
  • Understand the risk and opportunity within the RFP.
  • Learn how responses to RFP’s are evaluated and how best to address the criteria.
  • Learn presentation techniques by preparing and presenting an RFP proposal.


Each participant will receive a “Responding Successfully to a Request for Proposal Manual” that contains checklists, spreadsheet and “how-to’s” to respond successfully to a Request for Proposal.

Who should attend:

General Contractors, Trade Contractors, Architects, Designers, Engineers, Consultants, Bid/Proposal Managers and allied professionals in the construction industry.

Please note the information obtained from or through this course does not constitute legal advice, but is provided as guidelines for using works for educational purposes.


For all technical requirements access this link:


  1. Windows 10, 8.1 (32-bit/64-bit), Windows 7 (32-bit/64-bit)/ Mac OS X 10.12, 10.13 and 10.14/Ubuntu 16.04; Red Hat Enterprise Linux 6
  2. No application support is available for Linux. Users on Linux can attend meetings in a browser.
  3. Mobile : The Adobe Connect app for iOS and Android requires Adobe Connect Server version 8.2 or later, Google Android 4.4 or later, Apple iOS: iOS 8.1.2 or later
  4. Bandwidth: 512 Kbps for participants, meeting attendees, and end users of Adobe Connect applications.

Apr. 22, 23 & 26, 2021 Thu. & Fri. 8am – 11am,
 Mon. 1pm – 4pm EST;
May 6, 7 & 10, 2021 Thu. & Fri. 8am – 11am,
 Mon. 1pm – 4pm EST;
June 16, 17 & 18, 2021 Wed. – Fri. 12pm – 3pm EST
Instructor-led Live webinar using Adobe Connect
Lee Kelly, M.A.A.T.O., P.GSC;
President, Constructing Minds Inc.
TCA member:
INSTRUCTOR: Lee Kelly, M.A.A.T.O., P.GSC; President, Constructing Minds Inc.

Lee Kelly M.A.A.T.O., P.GSC is Founder and President of Constructing Minds Inc., a company dedicated to providing relevant and applicable training to the construction industry. With over 35 years of construction management/General Contracting experience under her belt she has gained extensive knowledge and a solid foundation in construction practices, processes and procedures in all contract delivery formats.