Course Description and Outline

CPD 113: Requests for Proposals (RFPs) - Winning Strategies

Pre-requisite: None.

This two lesson course explains the fundamentals of request for proposal documents and the RFP process. The target audience for this course is the practising, real estate professional who has perhaps been discouraged by the effort required in seeking business opportunities and contracts that are only available through an RFP process. The course explains the various types of RFPs, proposal evaluation criteria and methodologies, how to analyze or "decode" the requirements of an RFP, and how to plan and create a quality proposal submission. The goal is to increase the student's likelihood of success in responding to future RFP opportunities.

Course Outline

FOREWORD: Introduction to Professional Development Courses

LESSON 1: Request for Proposals – Basics

  • Principles of Procurement
  • Different Types of Competitive Bid Documents
  • How to Find Bidding Opportunities
  • Sole Source Contracts
  • The Formal Bid Process
  • Types of Bid Documents
  • Responding to Request for Proposals (RFP)
  • Preliminary Step: Analyzing the RFP
  • Developing and Writing the Proposal
  • Producing a Quality Submission
  • The Proposal Response – Content Elements
  • The Incumbent's Disadvantage
  • How Decisions Are Made
  • RFPs in the Public Sector vs. Private Industry
  • Bid-Rigging
  • The Results – You Won, Now What?
  • Summary
  • Practical Notes: Tips for Success in Responding to RFPs
  • Review and Discussion Questions
  • Appendix A: Commentaries

LESSON 2: Requests for Proposals – Case Study

  • Case Study Introduction
  • Part 1 – Search on MERX
  • Part 2 – The Request for Proposals
  • Part 3 – The Proposal Submission
  • Summary
  • Review and Discussion Questions


  • The Final Examination

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