Demystifying the RFP process


As a result of joining this event the participant will know how a buyer runs their RFP processes from start to finish which will enable them to be more successful in RFPs.

Recommended audience

Sales/Business Development professionals working in B2B sales who deal with RFP's/Tenders

Type of audience

UK and International


In this webinar, Mark will share his buying secrets after working in procurement for over 17 years. You will learn how buyers run their RFP processes from start to finish. Roughly 60% of the work will take place before you actually see the RFP, so it's important to understand what role you can play throughout the entire journey. You will learn how to decide whether to participate in an RFP to maximize the effective use of your resources. In the end, all you want is to get better results in less time spent during the RFP process. Don't miss the opportunity to learn the secrets from a buyer first-hand.

Key takeaways

  • How to decide whether to participate or not in an RFP.
  • How the RFP process works from start to finish.
  • How to get better results from participating in RFPs.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Mark Schenkius, Founder of ROI10

Mark Schenkius is founder of ROI10, a globally operating training and consultancy firm focused on making you successful in sales and negotiations. He has worked for Mars Inc. for over 17 years in a variety of procurement functions, and has extensive experience providing training to both sales and procurement professionals. He is also a lecturer in Business Economics at Fontys University of Applied Science and author of "The Other Side of Sales", which gives sales professionals unique insights into the mysterious world of buying.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact for more information.



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