Winning The Deal Before the RFP

Many consulting firm principals believe deals are won in the proposal. They aren’t. The best deals are decided long before the RFP drops—through relationships, early access, and co-creation. In this LinkedIn Live, I’ll show the audience why decision-by-committee buying is driving lower win rates, longer sales cycles, and “should-have-won” losses, while competitors walk in warm. We’ll explore collaborative relationship strategies that create unfair advantages: engaging earlier, shaping the problem, and building trust before procurement gets involved. If you’re tired of going in cold while others go in connected, this session will reveal how deals are really won.