How to Master the RFP Process and Land the Deal with Steve Boehler

Episode Overview

In this episode of Better Experiences by Design^TM, host Susan Quinn speaks with Steve Boehler, Founder & Partner of Mercer Island Group, about client acquisition strategies and how businesses can improve their chances of winning RFPs—not just by following the rules, but by showing up strategically, authentically, and with purpose.

With decades of experience helping firms stand out in the highly competitive selection processes, Steve dives into the mindset of procurement teams and decision-makers, explaining how trust, clarity, and confidence can tip the scales in your favor. From pre-submittal positioning to making the most of the shortlist presentation, this episode is full of actionable advice and sales presentation techniques to help your firm show up with clarity and confidence—every time.

When they open up a response that is just dripping with content and information and clarity and insights about their problem in their business, they’re going to be much more confident that you’re the right company to help them.

In this episode, you’ll hear:

• The Three Essentials to Make It to the RFP List: Be ready, be memorable, and be findable. Steve breaks down what each one means and how to get there.
• Deconstructing the RFP: How to read between the lines, uncover the real business issue, and tailor your response to the client’s true need.
• The Power of Positioning: Why being clear on who you are, who you serve, and how you’re different matters more than ever.
• The Art of the Shortlist Presentation: Ask the right questions, focus on their problem, and limit self-promotion to just five impactful slides.
• Why Confidence Wins: Chemistry matters, but competence backed by clarity and confidence is what decision-makers are truly after.

Steve Boehler is a founding partner of Mercer Island Group (MIG) and has led consulting teams on behalf of clients as diverse as Nokia, HP, Microsoft, Sprint, Nintendo, Abbott Laboratories and numerous others. He founded MIG after serving as a division president in a Fortune 100 when he was only 32. Earlier in his career, Steve Boehler cut his teeth with a decade in Brand Management at Procter & Gamble, leading brands like Tide, Pringles and Jif.

Ways to connect with Steve:

• Website: https://migroup.com/
• Email: steveb@migroup.com