Introducing the RFP-Leads Source Marketing Guide
To help our clients take maximum advantage of RFP-Leads Source we will, from time to time, publish a series of marketing ideas via the Daily Bulletin. The Daily Bulletin version is just a synopsis. This Marketing Guide elaborates on each idea.

Marketing Idea #1: Look upstream for future RFPs coming your way

It is normal to search out RFPs that relate specifically to you. But consider checking out RFPs which apply to firms further upstream in the project cycle. For example, if you provide exhibit design services, fabrication or multi-media services, use the search engines to check out the RFPs that are now aimed at architects or master-planners, etc. These projects are worth knowing about in advance. They are the best kind of leads since they already are “real” projects with budgets, timelines and deliverables.

Searching will identify the client, contact information, the RFP or RFQ plus other website information about the client. There is no harm in making direct contact with the client at this phase. Since the follow-on RFP for your services has not been issued, there is no conflict of interest. Often clients who are required to publicize their RFPs also send out special invitations to make sure some of their favorite suppliers don’t miss out. Often these notices go out earlier. You want to ensure you are on this list. Give the client a call. Find out as much as you can about the project. Let them know of your interest and if possible try to arrange a “dog and pony show”. At the very least, send them your literature with a link to your website. Follow up a second time with the client to find out which firm was awarded the contract. Often, architects are appointed as “owner’s representatives” and sometimes they are asked to put the whole team together. Make contact with the winning architect. Most clients invite their architects to sit in on presentations. This is your chance to get your oar in the water early.

Later, when the RFP you are expecting arrives or is posted on our site, you will be better prepared to respond. What is also important is that the client and the architect already knows you and knows you are interested in their project. If you have made a good first impression, the playing field is now tilted in your favor. RFP submissions only go so far. The client controls what you can say and often you will find the RFP ties your hands. For example, some RFPs limit your response to just a few pages. It is hard to do justice to your firm and its capabilities under these circumstances. But if they already have the bigger picture and know about you, the well-worn phrase may come into play: “better the devil they know….”

Marketing Idea #2: Piggyback on existing business travel plans

Here's the premise. You or a colleague are travelling out of town. Let's say to Richmond, Virginia for example.
Why not ask the question: "While I am in Richmond, Virginia, who can I meet with to discuss a future opportunity with a potential new client?"

Here's what to do. Prior to the trip, go to the home page and click on the button: Search All RFPS and Leads and News (below the Featured Client image). If there is data there from before, click on Clear Search.

Then:

In the yellow search filter box below Place, type in VA.
In the yellow search box below Type: choose Leads from the menu
In the yellow search box below Full Text, type in Richmond

Then press "Go" or the Enter key.

All the new business Leads associated with Richmond, Virginia are displayed. As of September 2016 there are 135. Select a Lead that looks interesting by clicking on the blue Display button. Check out the Lead and also click on the link to see the original story we sourced the Lead from. Look for a contact person or phone number and make an appointment to see that person, while you are in Richmond. It's a great way to make contact, and put a name to a face. And what's even better, there are no travel associated costs. It's all about working smarter not harder!

Marketing Idea #3: Save time and increase productivity by creating/using preferred "saved searches"

We recently introduced "My searches" as a new Home Page menu feature.
When you are searching for relevant postings we give you the option to "save search as -> [ ]

The idea is simple. Time spent constructing good search arguments will pay off big dividends.
Simply click on the name of the search under My searches on the Home Page and the system will automatically perform the same search you used before.

Client who are really pushed for time, don't even bother to read the daily bulletin. They go directly to the Home Page and select their favorites searches. The search engine looks at the current database and displays the results.

Here's an example of how to create a search argument. For the purpose of the example let's imagine you are an exhibit designer.

From My Account, check to see that the search input position is set for the top. If not, "change search input position" to "top".

Now select Home from the breadcrumb trail (navigation panes).

Select: Search RFPs in USA

You will see the yellow search input boxes across the top of the six columns.

Above the "Created" column you may wish to start your search at the beginning of April of 2016.
Simply enter: >2016-04-01 (leave it blank if you want to look at the entire database). Note: empty search input boxes mean there are no filters being applied.

Above the Place ? column you will see ".us" Note: if you want to change any of the values, simply click on the heading for details. If your search items scroll out of view in the yellow boxes, go to the bottom of the screen where you will see all the values you have inserted. If you want help on Place searches, simply click on the heading: Place ?

In the yellow box above Type you will see All RFPs (note you can change settings using the up and down arrows in the yellow box.

Over Client and Title I suggest you leave the yellow boxes blank.

Over Full Text the yellow box is your best and most productive source of good results, since the full text will contain all the key words associated with the project.

All the various search methods are explained by selecting "Search ?" in blue, near to the top center of the screen.

You might type in: exhibit museum OR visitor OR science

This will generate a list of postings since April 1, 2010 which contain the word exhibit and museum or visitor or science.

When you are ready to execute the search, select GO or press enter. You results will be displayed at the top of the screen.

Click on any of these postings and you will see your search words highlighted in red.

If you think you would like to use this search argument in the future, put a short file name in the empty box right of where it says "save search as -> Example: US.exhib Then click on "save search as" You will get confirmation that the search name has been saved.

Now if you return to Home, you will see that you have one entry under the My searches.

Next week or whenever you wish to conduct this same search, just click on the file name "US.exhib"

If you want to delete the search you can do this. If you wish to modify the search, just make the changes and select GO or click enter. The changes will be applied to the file name.

You can store 10 different searches under My searches.