98 Winning the RFP
Winning the RFP
Podcast: The Print University
Hosts: Ryan McAbee & Pat McGrew
In this episode of The Print University, Ryan McAbee and Pat McGrew unpack one of the most important business development processes in the printing industry: winning the RFP (Request for Proposal). This session is especially relevant for commercial print, transactional print, direct mail, in-plant operations, packaging, and wide-format providers that work with enterprise procurement teams and long-term contracts.
The discussion explains how RFPs differ from RFQs and why print service providers must approach them strategically. The hosts emphasize that success depends on more than price—it requires a disciplined go/no-go evaluation, accurate cost modeling, production capacity visibility, SLA awareness, and a clear understanding of workflow and finishing capabilities. For organizations investing in printing industry training programs for new employees or outsourced training for print production staff, this episode offers a strong operational framework.
A major theme is the role of AI-assisted proposal workflows. From summarizing incoming RFP documents to validating response completeness, AI is presented as a time-saving tool that improves consistency and response speed. The hosts also stress the importance of building a reusable response library—an approach aligned with MIS software training for print production, prepress automation training (Kodak Prinergy, Esko), and lean manufacturing training in the printing industry.
Key actionable insights include responding to every question exactly as asked, avoiding overly technical equipment-first language, clearly communicating business value, and conducting post-bid debriefs whether the contract is won or lost. For print businesses pursuing growth through enterprise accounts, this episode provides a practical roadmap for improving win rates and protecting profitability on multi-year contracts.
You Will Learn:
- How RFPs and RFQs differ in print procurement workflows
- Why go/no-go assessments protect margin and capacity
- Best practices for AI-assisted RFP response management
- Pricing strategy for multi-year print contracts
- How to build an internal response knowledge library
- Debrief methods to improve future proposal win rates
Who This Course is For:
- Print business owners and sales leaders
- Estimating and procurement response teams
- Production managers and operations directors
- Teams focused on printing technician certification online
- Shops implementing workflow automation and onboarding training
- Commercial, transactional, direct mail, and in-plant providers
Time to Watch:
- Approx. 29 minutes