Class Library Winning the Business: RFP's, Proposals and Pitch Meetings

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  • Title:Winning the Business: RFP's, Proposals and Pitch Meetings
  • Category:Business & Sales
  • Level:Intermediate
  • Instructor:Howard Givner
  • Length:72 min
  • Posted:12/15/2011
  • CMP Domain:I: Marketing
4.08 out of 5 star rating


Creativity and great organizational skills are trademarks of an excellent event professional but do you have what it takes to seal the deal and win the business? Howard Givner and special guest Mark Shearon walk you through the proposal process and highlight how you can put yourself ahead of the competition. Learn what proposal evaluators like and dislike and get inspired by creative proposal ideas. It doesn't end at the submission, find out what to do in pitch meetings and how to finally seal the deal. There is business out there waiting for you, go out and win it.

NOTE: This class was recorded from a live webinar and some minor sound distortions can be expected.

Learning Outcomes

    1. Gain an understanding of the proposal process
    2. Understand the key components of an event proposal
    3. Understand how to move beyond the paper to develop a stand out proposal
    4. Learn what to do and what not to do in a pitch meeting

Table of Contents

Watch the Full Class
Winning The Business: Full Class Video 1:11:56
Watch the Class in Chapters
Overview 2:02
RFP Process 3:46
Asking Questions During RFP 2:57
Are You Window Dressing 6:29
Bid to Win 8:00
The Nuts and Bolts of Putting Together a Proposal 7:46
About the Budget and Showing Value 5:36
Packaging the Proposal 8:12
Room Design Programs 3:09
Sample Proposals 12:55
Pitch Meetings: Who Should Be There 5:50
Pitch Meetings: What to Do and How to Prep 4:23
PDF of Slides from this Class

The Certified Meeting Professional (CMP) is a certification offered by the Convention Industry Council (CIC), an umbrella group comprised of 30 organizations. As part of the application process for the CMP, candidates are required to log a minimum of 25 Clock Hours of approved education. If you see the CMP designation next to a given class on this site, it indicates that class has been approved by the CIC to count toward that educational requirement, for the designated number of clock hours. For more information go to

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© The Event Leadership Institute 2011. All rights reserved.

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