How To Sell More How to Win Complex RFPs and Procurement Processes | Alex McPhail
Want to know what it takes to win more bids, contracts, and RFPs?
In this episode of How to Sell More, Mark Drager sits down with Alex McPhail, one of Canada’s leading bid managers with over 35 years of experience in complex government procurements for defence, cyber, aerospace, and more.
Alex breaks down the realities of winning massive government contracts, as well as how to navigate the most demanding procurement processes.
In Episode 106, you’ll learn:
✅ The strategy behind winning hundred-million to billion-dollar proposals
✅ How shrewd contractors legally play the RFP "game"
✅ Why relationships don't matter in government contracting (and what actually wins contracts)
✅ What a Capture Manager does and why you need the right team in place
✅ The brutal "go/no-go" process that can dramatically improve your win rate
✅ Why making information easy to find is the #1 factor in winning proposals
✅ Who your true "customer" is during the proposal process (hint: it's not who you think)
Meet today’s guest:
Alex McPhail is the President and CEO of EXA Consulting Group and the Author of Win Big The EXA Way: The Comprehensive Guide to Capture and Proposal Leadership. He is also a recognized public speaker, lecturer, and podcaster in business leadership, Canadian procurement, and government contracting processes.
Ready to play a procurement process to your advantage so you can sell more?
Listen to the full episode now!
🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager
🔥Connect with today’s guest, Alex McPhail on LinkedIn → https://www.linkedin.com/in/alexmcphail
📖Get your copy of Win Big The EXA Way →
https://www.amazon.ca/Win-Big-EXA-Way-Comprehensive/dp/1774583909
🔥Learn more about The EXA Group → https://www.exa.group