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Successes & Lessons in State Contracting: Highstreet IT—with Josh Ezring - EP110
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Are you struggling with state government RFPs?
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Though it seems counterintuitive, you will win MORE contracts by bidding LESS.
Just ask the team at Highstreet IT Solutions. They reduced their response rate from six to three formal RFPs per month. And doubled their win rate in the process.
Josh Ezring is Vice President of Business Development at Highstreet IT. He has more than 20 years of experience as a senior sales leader with top enterprise software companies including Oracle, HP and IBM.
On this episode of the RFP Success Show, Josh joins me to explain why his team committed to state contracts as a source of revenue and how they’ve evolved to focus on quality over quantity when it comes to RFPs.
Josh discusses what he did to get buy-in from SMEs and describes Highstreet’s strategic process for making the go/no-go decision.
Listen in for Josh’s insight on making time for the RFP review process and learn how doing less work translates to higher win rates on state contracts for Highstreet IT.
Key TakeawaysWhy Josh committed to RFPs as a revenue source at Highstreet IT
The challenge Josh faced getting buy-in from SMEs to build a strong RFP response team
How Highstreet IT incentivizes content contributors to support RFPs
Why Highstreet reduced its response rate from 6 to 3 formal RFPs per month
Highstreet’s process for making the go/no-go decision
How Highstreet improved its down-select rate from 25% to 80% and doubled its win rate on RFPs
Why Josh’s team stopped bidding on blind RFPs
Highstreet’s ongoing commitment to serve both commercial and higher ed/public sector markets
How Highstreet ensures that they have enough time for the review process
Josh’s insight on how to bid less yet win more business with RFPs
Josh’s advice for companies struggling with state government RFPs
Connect with Josh Connect with LisaThe RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Email podcast@rfpsuccess.com
ResourcesBook a Call with the RFP Success Company
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