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Responding Successfully to a Request for Proposal - VILT

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More and more frequently private sector companies and government organizations are releasing Requests for Proposals (RFP’s) as part of their procurement process and moving away from traditional bidding.  Construction companies will win or lose contracts based on their responses to an RFP.  Responding to a Request for Proposal (RFP) successfully requires knowledge, understanding and a proposed solution of the subject, while convincing the potential Owner that your company is the best suited to build their project. Your response must not just be compliant, it must be compelling as well!

Using a case study of an actual RFP and through the step- by step development of the RFP response to this case study participants will:

Course Content:

  • Understand the differences between a Request for Quotation (RFQ) and the typical prequalification in the bid process and how to respond to that RFQ
  • Learn to identify where RFP opportunities lie in the public and private sectors
  • Learn to analyze your companies’ SWOT (Strengths, Weaknesses, Opportunity and Threats) and how to leverage these for the RFP response
  • Learn how to analyze the RFP to:
    • Understand the owner’s requirements both for the RFP response and the project
    • Understand the RFP components and deliverables
    • Understand how your company can best suit the solution by performing a GO or NO GO analysis
  • Create a successful strategy for developing a winning response
  • Understand the importance of knowing the competition
  • Learn to prepare your written response effectively while following the guidelines set out in the RFP, including the executive summary, resumes, project selection, project appreciation, lessons learned and why your company is the best choice
  • Discover practical tips for writing your response and the difference between mandatory and weighted criteria
  • Discover strategies in asking RFI’s – Request for Information – sometimes it is best not to ask the question
  • Learn how to complete returnable schedules and understand what the schedules are asking for
  • Learn how to effectively craft your RFP responses

View the full course outline HERE

Exclusive to this workshop is a comprehensive practical manual that is used as a reference and guide throughout  the sessions. The manual is based on accumulated knowledge gathered over 40 years in the construction industry. It is a valuable and effective tool that contains not only practical how-to’s, checklists and templates but will also be a foundation for new processes and procedures back in the office or on the jobsite.

Who Should Attend:

General contractors, subcontractors, architects, designers, engineers, consultants, Bid/Proposal Managers and allied professionals in the construction industry.

Course Format:

  • Virtual instructor-led training (live and online), with a maximum class size of 16 students. 
  • This course is facilitated by the instructor on the AdobeConnect platform. Access information from the instructor will be provided to you in advance of the training.

Course Requirements (Technology & Participation):

This course requires full face-to-face interaction and participation from both the instructor and students. In order to attend, you’ll must make sure you have the following:

  1. Computer or laptop with webcam (webcams are mandatory): This course will involve 100% on-screen interaction with your instructor and classmates, reading/viewing on-screen content like slides or videos, and interacting via typing with questions or responses. For this reason, you must have a webcam and use a full computer/laptop, and we do not permit students to attend using a tablet or cell phone.
  2. A quiet space with minimal distractions: Please plan to be fully engaged in the class, and clear your work schedule just as you would for attendance in an in-class program.

Course Dates:

  1. April 16, 2024 - 9:00am - 12:30pm
  2. April 17, 2024 - 9:00am - 12:30pm
  3. April 18, 2024 - 9:00am - 12:30pm

Attendance in all three sessions is mandatory for course completion. 

Next Scheduled Date:  May 7 - 9, 2024

Course Credits:

  • 1 - CCA Gold Seal Credit 
  • 9 - BC Housing CPD Points


This course is offered in partnership with construction associations across Canada.


Course Credits Information
Gold Seal Credits:
Other Credits:
9 BC Housing CPD points
Course Certificates

Upon successful completion of this workshop, a digital copy of your certificate will be sent to your registered email.

Course Instructor Information

Lee Kelly, M.A.A.T.O., P.GSC.


Lee's career began on the drafting boards on an Architect's office. There she learned a lot about the design perspective of construction but when she realized that Contractors had more fun, she left the boards and put on steel toed boots. With over 30 years of construction management experience under her belt, Lee has gained extensive knowledge and a solid foundation in construction practices, processes, and procedures. Lee was recently awarded The Construction Institute of Canada (TCIC) Chancellor's Award of Excellence. 


Course Contact Information

Leanne Hendrickson
Director of Education

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