I’m your host Chelsea Meggitt, and I am so thrilled to be sitting down for a talk with Kirsten Sandlin of RFPrepared. Kirsten truly has a wealth of experience in guiding small business government contractors through the often daunting world of proposal development. Listen as Kirsten shares her journey, starting from her early days in sales and marketing for a small electrical firm, where she first encountered federal RFPs and quickly discovered the challenges many small businesses face in this space.

We also discuss the importance of having a solid foundation of documents ready before responding to RFPs, which can often feel overwhelming. Kirsten emphasizes the significance of clarity and uniformity in submissions, advising small businesses on how to present their capabilities effectively to contracting officers. We touch upon the common mistakes that can derail proposals, including the tendency to be too general or disorganized, and Kirsten provides invaluable insights into how to navigate the proposal process with confidence, encouraging listeners to focus on their core strengths while customizing their responses to meet the specific needs of the agencies that they are targeting.

Throughout the conversation, you can expect to gain practical tips on how to streamline your proposal efforts and learn how to communicate your unique value effectively. Whether you're a seasoned contractor or just starting out, this episode offers a wealth of knowledge to help you succeed in government contracting, so please join us for an engaging discussion that will empower you to take your business to the next level!

In This Episode:

[00:55 ] - Hear how Kirsten started helping small businesses respond to federal RFPs.

[03:46 ] - Kirsten begins conversations with clients to understand their RFP goals and initial documents.

[07:01 ] - Contracting officers seek clear solutions from small businesses rather than flashy marketing materials.

[08:10 ] - There is a need for uniformity in early-stage documents in order to present a cohesive image.

[11:06 ] - Kirsten advises small businesses to thoroughly read and understand RFPs before responding.

[13:33 ] - Small businesses often struggle with specificity and should focus on their core solutions.

[16:14 ] - Kirsten recommends focusing on primary solutions while adhering to RFP constraints such as page count.

[17:45 ] - Kirsten points out how many small businesses submit RFPs without clearly stating how they will solve problems.

[20:25 ] - It can be empowering when small businesses establish effective processes for submitting RFPs.

[22:09 ] - Kirsten encourages businesses to actively seek opportunities and understand government purchasing practices.

[25:59 ] - Businesses should also approach customers based on their specific purchasing preferences.

[28:23 ] - Hear how Kirsten created simple tools to help small businesses manage RFP documents.

[30:12 ] - Kirsten asks small businesses to share their stories and project experiences during initial meetings.

[33:39 ] - Learn how to get in touch with Kirsten.

Links and Resources:

Chelsea’s LinkedIn Profile

Kirsten’s LinkedIn Profile

kirsten@rfprepared.com

RFPrepared - Website

RFPrepared’s LinkedIn Profile