PROMPT SET: PreRFP Business Development Habits; Sources for Leads Other than Purchasing Sites
By encouraging consistent behaviors like reading press releases, talking to colleagues, and following community events, this prompt set builds proactive business development habits that improve strategic awareness and competitive positioning—well before the RFP drops.
Why should I register for this prompt set?
start with what you might have missed
These prompts aim to build muscle memory around curiosity, strategic networking, and early detection of future work—especially in professional and technical services environments where timing and relationships often determine who gets the call. If you want to get into the habit of finding more early leads, complete this prompt set. You might not find leads on every prompt, but the set encourages the right behaviors and familiarizes you with the sources so you can find leads in the future.
capital plans and budgets
Get the capital plan and budget for a repeat client - make sure it is one that you don't already have on file. This might involve going to their web site or asking someone who works there to point you in the right direction. If this is a government client, this knowledge is accessible to the public. Obtain a copy and save in a shared folder for leads. If it takes more than 20 minutes, pause the activity and start again tomorrow.
competitor intelligence
Go to a competitor's web site. What projects have they completed in the past 2 years? Do you remember submitting on the competition? How did the project turn out? Anything surprising? Look for follow up phases on some of them. What's coming? Anything you should investigate? They are probably positioned well to win, but you never know. Sometimes the client is looking for someone else...anyone else.
press releases
Look up some press releases put out by a client. Learn to scan them for possible leads. Find any? If you haven't found any after 20 minutes, try again tomorrow.
trade publications
Skim through an issue of a trade magazine you know your client reads or advertises in. Find at least one thing you could investigate further for leads.
client or community events
Look at your calendar for upcoming client or community events. Place a note on one event reminding you to come home with at least one soft lead. This might require you to meet a lot of people there and ask a few questions. Don't leave until you've got something. Resist the temptation to hang out with your friends at the event.
a project's dedicated web site
Visit a completed project’s web page or press coverage - big projects often have their own dedicated online presence to manage public input and answer frequently asked questions. Look for clues about the next phase or expansion. Is there a master plan or phase two? Bookmark the link and note anything to investigate later.
ask around the office
Talk to someone in your firm working on a current project in their discipline. Ask them if the client has mentioned upcoming work in other departments/disciplines. If they haven't, make a formal request and pledge to reciprocate. Record the lead—even if it’s soft—and thank your colleague for sharing. Make sure to reciprocate when you have the opportunity.
read master plans
Find a community or regional master plan that includes long-term infrastructure or development goals. Pick one potential future project and make a note to track its timeline.
network at industry events
Look up an upcoming industry conference or panel. Even if you're not attending, scan the speaker list. Who are the clients or partners you want to connect with? Flag them for future outreach. Look them up on LinkedIn and make a connection request.
reconnect with an old colleague
Pick one former coworker, classmate, or friend in the industry. Send a short message asking what they’re working on lately. If they mention upcoming projects, follow up. Pledge to reciprocate, if applicable.
in the blogosphere
Find a blog post or article written by someone in a client organization. Clients might have YouTube channels, LinkedIn profiles, or Instagram profiles where they mention their work. What projects are they highlighting? Anything in early stages? Save it and note what to track.
ask the client
Send a casual email or make a call to a repeat client. Ask what they’re planning over the next few years. If they say something promising, write it down. This is a skill—keep practicing.
volunteer with purpose
Look for a charitable event or community service initiative where clients or influencers might be present. Make a note to attend—or put a future one on your calendar—and aim to meet someone new. Make sure you connect with as many clients as possible when you're there.
scan a board member list
Check the board of directors for a local nonprofit. Look for a client serving on that board. Think about what this says about their values or connections. Keep them in mind for thoughtful outreach later. Consider also putting a note into the client's profile in your CRM - "serves on the board of ABC Health Center." Ask them about it, too. It's an excellent conversation starter.
review the winners of awards
Find a recent list of project award recipients, not as much to see what your competitors have "knocked out of the park," but to see the name of a client you might want to work with. Choose one award and research the winning firm and client. Could your firm position for something similar? Take time to congratulate the client on that win, excellent auspices under which to make a personal call and start a conversation.
watch the competition
Look up a client’s top competitor or regional counterpart. What projects have they delivered? Any mention of future work in news or reports? Look at these through the lens of rivalry—what opportunities might come your way? What might one be doing that is spurring the other on? Get a sense of how their strategic plans might be drawing energy and inspiration from one another. Also an excellent conversation starter...
call the right underling
Think of someone in a client organization who isn’t the main decision-maker. Ask them what’s happening next. Keep it respectful—never ask for inside information, just conversation. People love to talk about what’s next. Build rapport. That person might be next in line for a decision-making position.
talk to a stakeholder
Identify someone who often works alongside your client—an architect, planner, engineer, or benefactor. Ask them what they’re hearing about upcoming work. Jot down whatever they say.
follow the study trail
Go to a purchasing site, but don’t look for RFPs—look for studies. These often precede real work. If you find one, track what firm completed it and what client issued it. Monitor progress.
befriend journalists
Find a local journalist who follows projects related to your work. Reach out congratulating them about an article and maybe asking some questions. Build a relationship. This can open doors in the future. The journalist will also start calling you for insights.