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Great. Thanks, Megan and um, hello everybody I think I know some of you and others I know people at your firm who I sent the invite to and I thought you might find some value in it so I'm just going tostart by telling you a little bit of background of the kind of the genesis ofthis webinar. As some of you may know I was in legal marketing in-house forabout 20 years and one of my roles was with K&L Gates a 2000 lawyer firm onfive continents, 48 offices and when I was director of business developmentthere, one of the tasks that my firm had given me was to overhaul how thefirm set up our RFP response process. And you know we were a big firm so we weredoing about 200 RFPs a year. And for a billion-dollar company, I waspretty amazed at the lack of technology that we had on their response side. Infact, I was typically using, like, our standard language repository was a Worddocument and we did a lot of extracting in a generic Excel document. And, you know, a lot of the BD managers throughout the firm we're really just using, like, priorRFPs, so they had a couple that they liked andthey would save them on the desktop or, you know, they'd float around between themarketing department of a good kind of sample RFPs to use. But, I knew thatwasn't the most efficient way, but at the time I just you know we didn't we neverreally took the initiative to move to something, you know, more sophisticated.And when I left in-house marketing, I created my own consulting company andone of the things I do is I help companies issue RFPs. So, I started looking at the software that was on the market for issuers, and what I realized was, like,wow there's a really big breakthrough in how much easier it is for a company toissue an RFP now than it was, you know, five years ago. You know, a lotof the ones that I used to respond to, a lot of them were PDFs, a lotof then were Word documents, some of them were through an Arriba portal, butgenerally speaking, they used to be very, you know, old-fashionedand now, you know, there's a handful of products on the market that allowgeneral counsel and legal operations folks to issue RFPsmuch quicker, to grade them much easier, and to have their entire legal teamcollaborate on grading a response In a much more efficient process. So, when Isaw that was going on in the issuer side, I said, 'Geez, you know, there's got to besomething out there for the responders that's helping folks.' And, I got to meetPat Criss who's going to be co-presenting this webinar with me aswell as some of the other folks at RFP360. I started going throughtheir software a tool for RFP responders. I was kind of blown away by some ofthe technology that's out there to help companies now that wasn't there, five or ten years ago. So, for me and some of the things that Ithink you want to do when you're managing the RFP responses is you want to collect all the knowledge so you're somewhat in charge of managingthe data that's used for standard answers or best practiceanswers but you also have to do a lot of project management, where you're gettingyou know lawyers to respond to internal deadlines or you're getting your security person to sign off on a certain part of the RFP bystandard date. So, there was the knowledge management, there was the import and project management of the piece, and then, this iswhere I think a lot of law firms, including my own firm, really weren'twhere we wanted to be, but how do we use technology and measureperformance, you know, collect the feedback, trace revenue, and really, thenbe able to report back to your CMO or your management committee, as far as how the firm is doing with RFPs. So, that's my little intro piece to kindof let you know how we got here. I'm going to turn it over to Pat and he'sgoing to run through some of the things that his software does and how RFP responders are using them to, you know, increase the efficiency and getbetter results, And, what I'm going to try to do is addmy two cents while he presents, while he is showing you the product if I seethings that I think you might find it particularly valuable in the legalindustry. I'll make sure to highlight that and then once Pat's done speaking, we'regoing to kind of circle back and do a little bit more of a Q&A. And I'm goingto moderate some questions for him on things but I think you guysmight find valuable. So, with that, I'm gonna turn it over to Pat and take it away Pat. [Pat] Awesome. Thanks, Matt. I appreciate the intro, good morning and good afternoon everybody. I appreciate the time. As Matt mentioned, my name is Pat Chris. I run the sales organization here at RFP360. I do comefrom a legal tech background. Previous to RFP360, I worked for a legal techcompany called HighQ and ran their corporate legal team, in conjunction withmy CMO at the time that now is the current RFP360 CMO, ran a lot of theneeds analysis for the law firm side. So, one of the big things that drew me to RFP360 was I understood not only the pain and need associated with answering RFPs as a sales professional, but I also understand the proposal landscape thatboth corporate legal teams, as well as law firms see as means of selectingoutside counsel and as means of law firms winning new business. So in termsof just kind of what we're going to walk through from a slide perspective Iwanted to get everybody a little bit comfortable with who RFP360 is as anorganization. The main theme of today's webinar is really just to get youintroduced to the technology that's out there in the marketplace to help you. Want to start to get you comfortable with us as an organization. So RFP360has been around for quite some time so coming up on ten years now. And thegenesis of the platform that you'll see here shortly in the demonstration wastwo co-founders that were roommates; one worked with an organization that issuedRFPs, and one worked at an organization where he had to respond to RFPs. And atthe dinner table they just decided there has to be a better way to not only unitebuyers and sellers but also to create some efficiencies and modernize the wayRFPs are written and the way those proposals are submitted. And that was theculmination of RFP360 and since then we've been fortunate enough to growto an organization with over 23,000 users across 500+ organizations. Youknow, legal is a big vertical for us, not the only vertical, we're fortunate to beacross many industries as the pain associated with proposal management isever-reaching across broad industries. You know, Matt alluded to the fact thathe started to get his introduction into RFP360 on the issuing side, so we'reunique in the sense that we are the only provider that has a solution for bothissuing RFPs as well as responding to RFPs. You know, today's webinar anddemonstration is focused on the response side but I think it's important to callout the real benefit to our responding customers, in the sense that we trulyunderstand the whole lifecycle of the RFP. So, when we sit down and build thesepurposeful-built features and solutions for our responders we do that with theconsideration that we get from our issuers but the issuers are looking towork from their proposal respondents and being able to understand that life cycle,not only brings life to our logo into our name, but really provides advantagesto every persona interacting with wherever they fall inside of thatproposal or RFP process. To set the stage on what I'm going to walk through today,we really kind of categorized the entire platform into four easily consumable chunks. The first part of the demonstration we're going to talkthrough our ability to centralize your knowledge. This can be knowledge management, content management, it's called a lot of thingsout in the marketplace but at the end of the day there's a ton of pain associatedwith your standard language, with your repeat questions, with your content -- having that in the disparate locations, disparate systems. It's not centralized.It's not refreshed. It's not easily searchable and findable. And it really,truly, honestly is the foundation for our platform is the ability to give you agood way to centralize your content in your knowledge. Once we have that centralknowledge library in place, we can now start to do some really cool things withautomation and collaboration, and leverage that knowledge base so we'llwalk through how to answer a proposal inside of the system, show you thosecollaboration features, show you some AI and automation to hopefully take some ofthose routine, repeat, boilerplate-type responses as easy as the click of abutton. And then we're going to really talk about how we can engage, not onlyour subject matter experts, but engage our fellow proposal team members,marketing team members, how we can engage the partners in a systematic way andcreate an overall better and more efficient way to farm out thosequestions and get that proposal completed. There's some good workflow and collaboration components as mentioned in the previous two pieces will hone in onsome of those as well. I know project management as Mattalluded to is really important for a lot of the individuals on the phone so we'lltalk through in pretty granular detail about now that we have a centralizedtool to leverage our knowledge and proposal automation, we can start toprovide some reporting and dashboarding that truly gives you that 360 degreeview of your proposal landscape, and start being able to do some trendanalysis and start making some business decisions, depending upon the resultsyou're seeing inside the tool. This is a good way to set the stage on kind ofwhat the the demonstration will look like and I will navigate over to thattoday here now and we'll jump right in the tool and while I'm transitioning, anycomments Matt before I jump inside the tool? [Matt] Yeah, I would just add, you know, because to see me speak a lot of times, you know,when I talk about legal marketing about what to put in your RFPs, I say 'Hey, youknow, you don't want to have just boilerplate language In your responses.'Let's not confuse that with the need for having a standard languagerepository. I think all law firms need to have one and use, you know, certainlanguage for certain questions. What I mean, a lot of times, is you still want tocustomize your answers to get them to the point where they're customized tothe company that's issuing the RFPs but you typically want to start with somestandard language as your starting point. And then, you you know whittle it down orcustomize it to the industry, but I just want to make sure folks knew that even though I'm against too much boiler plate language in your response,there's still a time and a place for it in most responses. [Pat] Awesome. And I'mlooking at my screen to make sure everybody see in my demo, so it looksgood. So, thank you Matt, that that's a good call out. And I'll talk through someways to leverage automation but still be able to put a personalization on thatresponse tailored to you know the line of service, line of business or yourprospect. So what you see here is the landing page for all users inside ofthe RFP360 tool. For the sake of discussion today, I've created a dummy law firmaccount up here and this really is the user view, that 30,000 foot view, into allthe proposals that I'm a part of as part of the proposal landscape and anyindividual proposal tasks that have been assigned to me. I can quickly get a usersnapshot. I can navigate from these two screens directly into the proposal. Theseare live links. I can drill directly into the proposals tasks that are assigned tome and this is just a great, efficient way for users to land inside of our tooland begin getting to work. Now, one of the key pieces of value propositions ofusing a tool to consolidate all of your proposals, is that you now have theability to understand from our proposal view here all of the proposals you haveworking in the system and understand things like what's the progression,what's the status. You have the ability to tag these proposalsin a variety of manners, we'll talk about tags here in a moment.You can always understand a little bit about when it was created. You can drillinto the source document here, and you can also see what account it lives in. So,one of the the really neat features that a lot of our organizations and firms seea lot of value in is being able to leverage what we call account hierarchies to organize and segment, not only your proposals, but also your knowledge baseand your content. So what you're seeing here is the ability to create these sub-accounts and proposals and knowledge can again live inside of these sub-accounts.Those users assigned to those sub-accounts only see the proposals and knowledge associated with that account right so it's a great way to not onlyorganize in segments but some great permissioning. But it is trueparent-child relationship, meaning if I'm a part of Baylor, Bo and Milo LLP, I cansee all of my child accounts. So, just a really great way to start to understandhow you can organize your data, organize your proposals, and start to perform someof that trend analysis. When we start talking about navigating down here andbeing able to filter by closed won, closed lost and start to be able toleverage those tags and that account hierarchy to start to understand wherewe're seeing wins and where we're seeing losses and we'll show you a coupledifferent areas to continue that trend analysis. Now if you're never... [Matt} Pat, Sorry to interrupt. Would this be an example where like if it was fora particular industry, so within a practice group, like let's say the RFP wasyou know a cyber RFP or RFP or a particular type of law, you know, the folks might berepresenting the, you know, managing to FinTech practice industry group, thelegal marketer could then tag these and then pull them up, right, if they wantedto say, 'Hey, I want to see all the ones we've done that have been tagged since that.' [Pat] Exactly right, you can navigate to tags here or select the right tag andthen you can filter even more on complete lost, complete won, still inprogress, any past too. We do track the no bids in here, so you know there'sthere's value in understanding what lines of business or RFPs you're decidingto pass on, so you can also track the no-bids here from a statusperspective. So lots of ways you can tag and organize to be able to answer thosequestions that you're speaking of. Cool, great question. So if you remember, kindof, the first pillar of our platform and our solution is the foundationalknowledge base. This is the central repository for you to have searchable,up-to-date, fresh content to leverage across your proposals. You know, once weselect the tool to centralize our knowledge base we then can takeadvantage of using a tool to do that and provide some of these dashboardingacross our entire knowledge base and knowledge library analytics and givethat holistic view across from it. So, just from this view I can see exactlyhow many records I have in the knowledge base today. That knowledge libraryconsists of question and answer pairs. We also can see when that content wascreated, who last reviewed the content, who's adding content what are some ofthe most recent records that were added to the knowledge library. You can do somecool things here to start to track usage So, I can understand what pieces of myknowledge library am I using over and over. If there's pieces that are notbeing leveraged they can either be purged or we can update or understand ifwe need to be targeting more business associated with that knowledge. There'ssome some nice views and data points into the health of our knowledge, the useof our knowledge, and just another value proposition to what you're able to dowhen you leverage a tool like RFP360 to manage that content. [Matt] Pat, so that brings up a good question. So, a lot of times the folks who are listening,they'll be responding to an RFP, they'll pull a prior answer and the partner whoyou know they're working with will say where did you get that answer or let'ssay it's a matter description. And a lot of times law firms don't know who thelawyer was who actually worked on that matter. A lot of times they're not even withthe firm anymore. But, are you saying that with with your kind of languageknowledge database here it'll tell you who drafted you the initialresponse, like you need to put which lawyer may be drafting it or approvedit and when it happened? [Pat] Absolutely, yep. And we can do that here at the knowledgebase and I can show that here shortly, whichwill show you the UI to do that, but you can also do that at theproposal level. So I can track who created the content and then you cantrack all of that and audit usage as that content has changed and editedinside of the proposal. So we track everything, including what you just askedfor there. I can tease and show that here at a moment. [Matt] Got it thank you, that's really helpful for folks to be able to have that data. [Pat] yeah absolutely and we reallytrack everything in here, including those things. So I think you'll be pleasedwith the level of audit trail we do. So this is the knowledge base, the knowledgelibrary. This is the user experience once we consolidate all of our knowledge intothe tool. Which brings up the first question many will ask, 'How do I get mycurrent knowledge inside of the application?' Right? Likely it lives inprevious responses, it likely lives maybe inside of an Excel spreadsheet, or GoogleDocs, inside emails, inside ofbrains. The punchline is it's likely in disparatelocations. So, we developed three ways with varying levels of automation to makethis super seamless. You always have the ability to manually add knowledge, ofcourse. But then we've created two mechanisms of automation. One is wecreated an Excel template to be able to either import your current, any currentExcel proposals, any current knowledge. But you also have the ability to copyover any of those knowledge records into Excel, into our Excel template with theclick of a button it's imported directly into our tool. You can manage tags atthat point, you can do a lot of things to create some good metadata associatedwith that records and that's as simple as a button click. The third option here,the import existing knowledge. This is probably our most automated and mostpopular. And so this what this allows you to do is take any of your previousproposal responses. We like to start with those previous proposal responses thatyou've won and we can import those directly in the tool pull off thequestion-and-answer pairs right off of there and start building your knowledgebase. Our customer success team builds the first 250 records for you. We alsoprovide a pretty good best practice when it comes time to input your knowledge welike to take the moving analogy. You don't just go in the basement puteverything in a box and move to the new house. We'll sit with you and start toreview your current knowledge and make sure that it's in a good state to bring intothe tool. And then you can keep it fresh inside of the tool. So, lots of ways toget the knowledge inside of our application so you can start leveragingit in a systematic fashion. First thing you have to be able to do is to be ableto search on the knowledge. So what's nice about our tool is we don't justsearch on keywords we actually use the entire phrase we look at synonyms we usesome artificial intelligence the background to not only drive ourautomation but to also drive our search results. So, I've just done a simplesearch, 'firm background' it's probably a question that comes in every single RFPthat you receive. And there's my response. We capture some metadata so, Matt toyour point right off the bat we show in this view who created it, when it waslast modified and what sub-account it lives in. And some metadata like, does ithave a tag, how many times use is it currently under review. I'll drill intothis knowledge record and talk through a couple things that I think will beimportant to a lot of the folks on the phone. So, inside of our text editor wecan support anything that you need to do. So we can, of course, do everything you'retraditionally used to inside of Word but you can also embed images, you can embed links, you can embed videos, you can do attachments. Quite honestly anything thatyou need as part of a knowledge record or as part of a proposal response we cansupport within our text editor. You know I spoke about some of the metadata wecapture, and Matt I think this goes back to just some even more granular detailthat you were asking before. In add in addition to tracking who's created it andwho's edited it, we look at number of times used. We understand how many times it's been edited, we understand how long it's taken to create this knowledge baseand then we also track where you're using this knowledge across yourproposal landscape. So you can see in this example this knowledge base recordhas been used across these four proposals. You can click the links and drillright into that proposal to see where it was used. So we're really trying to notonly track the audit around the creation but we're trying to track the auditaround the usage. [Matt] That's really interesting. You just you typed in the words 'current background' and that popped up. A lot of timeswhat happens in a law firm is they'll be an RFP that'll ask for experience with a specific matter soit'll say like you know what's your firm's experience in the ITC court orwith a certain regulation where you know a lot of times we would end up justdoing kind of word searches on prior responses or or even sending an emailaround to all the lawyers saying 'You know, hey, has anybody ever done a matterthat we fall into this category?' So what you're saying is once all these RFPshave been uploaded into the system they could really just go into thatspot we just were, type in like a certain regulation or ruling and that'lltheoretically bring up any time those words have been used in any of the firmsrespones globally? [Pat] Right. That's exactly right. andthen we will even take it one step further when we we walk throughanswering their proposal inside of the system. Our intelligence andautomation will start to review your knowledge base, review that actualproposal and start to suggest some potential knowledge base records tobegin starting crafting your response. So you can always do that, call it ad hoc,from a search perspective but a lot of that intelligence is built into theautomation too when we get to the proposal piece. [Matt] Okay, thank you. One thing I do want to call out. So when I talk about being able to store more than justwords I like to pull this up. So just for the sake of discussion, you can store imageslike I talked about. So, many of our organizations and firms will look tostore individual bios in here. So again, it truly is a content repository thatdoesn't necessarily have to only pertain to proposal content. We do not cap theamount of storage that you could have inside of our system and with theability to tag it and have those sub -accounts, it becomes really easy to to beable to keep it fresh and organized. Let me pop right back into one of these andwalk through kind of the review cycle. So part of the advantage of having acentralized tool for your content, your knowledge, is that we can keep it fresh.So directly from the individual knowledge recor,d I can send this out forCharlie Golden to review it. Let's say I wanted toreview it in two weeks. I can set that cycle up to be done every fivemonths. Charlie's going to get a notification inside of his email at thetop of the hour and then he's going to get a notification every five months toto click the link, come into this knowledge record and review it andapprove it and keep it fresh. We're always tracking what happens againstthat knowledge record, so again Matt, I'll continue to kind of talk through thoseaudit pieces when they come up. But we're tracking about when was this used in aproposal, who changed it, who last reviewed it. We're passionate about beingable to provide the audit trail behind the usage and any changes associatedwith that. We do provide the ability to do all of that at a bulk action as well.So we most certainly understand you know it becomes potentially tedious to goindividually, record by record, and manage things in bulk. So in bulk, whatI'll do is I'll navigate back to my, I'll just call it my original my original onehere, go back to my original knowledge base. And from here we have the abilityto select 25 of these records. I can delete that knowledge in bulk I can movethat knowledge to a different sub-account. I can add or remove tags. Youcan manage reviewer so now I can send all 25 of these out for review. Thefinder in place is very critical. So, I'll give a real world example here at our Fe360 we decide as an organization to call our previously named client success teamfrom client success to customer success. So, we had to go through and update allof our knowledge records in our own knowledge base to change from 'client' to'customer.' And that happens from a product change, a new product name, so it's aseasy as finding and replacing that word. And you can make those changesbroadly across your knowledge base which is pretty handy when we start makingchanges and needing to do those types of things. So, lots of things we can do tokeep our knowledgebase fresh, keep it reviewed, keep it searchable, keep itorganized. And it really is the foundation to be able to leverage therest of the capabilities that we'll walk through here in a moment.Anything on the knowledge library front Matt before I transition to kind ofanswering the proposal inside the tool? [Matt] I'll just make a quick comment I wasjust looking at this tool from the RFP side but I mean Iwouldn't be surprised if you could use the same function for your chambersresponses. In the sense of, you know, if you got your firm to upload all yourrepresentative matters which are also culled from four RFPs my guessis you could use the same system and approach with your chamber submissionsand not like I want to spend much time on chambers but just was a thought that popped into my head for the folks on the line.[Pat] Yep, that's a great call out. And, you know, the idea is we'll walkthrough answering a proposal, I'll walk through a couple different areas, just toleverage that knowledge base outside of kind of your proposal landscape. And I'llshow you an example. So I'm gonna pull up Excel here I'm looking at Megan in theroom to make sure you can see that Excel. Let me share here, make sure share the right screen. So, I'm gonna pull this up. And what we decided was thereis so much value in having this centralized knowledge base that we wantyou to store more than just proposal content. We really want to be the singlesource of truth for your knowledge across the enterprise. And so we builtwhat we call extensions to give our customers access to that knowledge basefrom directly within Microsoft Office suite of products as well as Chrome andas well as Firefox. And this can look, you know, one of the main use cases securityquestionnaires. We might be getting some things via portals these days, but what'sreally neat here I just pulled up an actual security questionnaire that wehad to respond to here recently. I can navigate up to the ribbon herewe've embedded that knowledge base that we just set up and searched and talkedthrough. And all I have to do is select a cell it's actually going to perform asearch against that knowledge base you can perform ad-hoc searches inside ofhere. And you can start to begin to access your knowledge base and plug itdirectly in to these documents and this becomes really beneficial for thosetypes of use cases that you know might require, I'll call it, a different levelof use case maybe you don't need the collaboration maybe something alongthose lines to where you're you're being able to access the knowledge base butyou don't need to import that proposal directly. So again kind of the testamentwe get questions all the time "Can I use this outside of proposals? Can I store more content than just proposals?"and the answer ism by all means yes. And we open those extensions to reallygive you that content, in context of whatever your application you're using.[Matt] Okay so sorry and before you go away from that Excel screen if you pull thatup for a sec? The one you just had? So, you know, a lot of law firms are getting these questionnaires lately. They're not even RFPs really. They're similar to what you have on the screen now, whereas a lot of the answers aren't even marketing questionsand in some firms, like we had someone in an administration function who wasanswering these, was I correct that they just wanted to make sure I stressthe point that this would be an enormous time-saver for a lot of the folks on thecall. Did all you have to do was click on the cell and it automatically brings upbased on whatever time they've answered a similar question? It brings up all theother responses that would be considered relevant to this question?[Pat] That's correct. And in Excel it's selecting the actual cell to perform the search inside ofPowerPoint and Word you literally just highlight the question and it performsthat search. And the same highlight search capabilities are in Chrome andFirefox. So, you know, we get a lot of security questionnaires via portalsthese days and so you know it there isn't even a document to import into asystem, so we built this plugin to start accessing those knowledge base questions from right beside the within the browser. And it's been a huge time saver for ourcustomers. [Matt] Yeah, this would be you know, just having done hundreds of these myself at a law firm, this should be something that's really helpful to legal marketers.Just because I mean we get, you kno,w such a large volume of these and you know alot of times, like, these are things that can be boilerplate. Where Ithink what you just showed, I just want to make sure everybody saw that becauseI think a lot of folks will find on the call would find that really helpful.[Pat] Good. That's a good call out and it's been a real big differentiator for us so and We use internally, so I think that'simportant. We answer a lot of proposals ourselves, funny enough, in what we do. So, let's answer a proposal inside the system. Now we kind ofunderstand what it's like to be able to have a tool like this. We've got ourcentralized knowledge base, now let's start to leverage collaborationautomation and answer these proposals more efficiently than we were before.So to bring a proposal in the system, you know, we want to collect a couple piecesof information. I'm just going to kind of type some some random things in here. Ifyou're a Salesforce user, we do have a Salesforce integration that would pullthis information directly from the opportunity record. We provide someadditional optional details in here so you do have the ability to tag it. So Ican call, you know, for instance, I don't know how you would tag it but I'm justmaking this up. You can make it a litigation tag, so here's where you startto drive some of the metadata associated with it. I always like to say I alwaystell my reps to put an estimated budget in there in terms of you know what'sthis opportunity worth and then anything else that you want here. But this is alloptional. And then we bring a couple different options at the table toseamlessly bring and import a proposal into the system. So we can import WordExcel and PDF directly into the tool. Right? So, we bring in the tool and we'll walkyou through that process but we also know that some organizations and firmslive in what we call kind of a self initiated proposal world or a proactiveproposal world. So in addition to being able to bring those proposals directlyinto the system, we do allow for you to either create proposal kind of templatefrom scratch. You can save those as a template and leverage those templates tostart building I'll call it a proactive proposal in a more seamless fashion. Youhave the ability to store those sections and those types of information inside ofour content repository. So we really are able to create efficiencies with bothkind of that reactive and proactive world that many of us live in. But fortoday's webinar and for an introduction I'm just going to bring in a Word RFPjust so everybody kind of is confident in the complexities that we canaccommodate. I just went out and grabbed a CLOC template RFP that I think manycorporate legal organizations start with at least a framework and just wanted toshow you that many of these questions might be ones that you receive quiteoften from your corporate prospects. So I'm going to select that document andit's going to import it directly into the tool. And the next step in theprocess Is really for the end user to identify what section and questions theywant to bring in and start working. And so you can see here you now have theability to select what information you want to bring into the tool. So all ofthis is kind of your introduction into the RFP that doesn't need to be broughtinto the tool and answered. And you can kind of navigate down to where thequestions start and it's really as simple as identifying, you know, whereyour sections in this document are. And so we navigate down here, some sectionsyou might not want to bring in, some sections you might want to. But it'sreally seamless to be able to select those sections and identifywhat you want to bring in. The next step is we got to bring in a question. So Ican click on each question, which would be pretty tedious across a hundred pageproposal. So what we also have developed is we now have the ability todrag-and-drop and select all the questions that navigated in betweenthose sections. So in 32 seconds there, we brought in three sections and 24questions just for sake of the discussion. You have the ability to mergequestions up,if you see questions with an A, B, C and D. So, lots of ways to bring thisinto the tool in a seamless fashion but again in 30 seconds we brought in threesections and 20-plus questions to now work inside of the tool. So once weimport the proposal and we've mapped it out it's time to answer it, right? And sothe first thing that we have our prospects do is to click this knowledgebutton so this is our answer intelligence, this is our AI, this is ourautomation. And what this does is it goes out and it looks at the proposalquestions you just brought in and it looks at your knowledge base and itstarts to make some recommendations based upon some different varying levelsof confidence. Now, there's always the opportunity to select these suggestionsand continue to add color and edits and tailor those inside the tool, but it doesput full automation around those questions that areboilerplate that we see over and over again.So this first bucket, auto knowledge, you can see that the artificial intelligenceidentified that 12 questions met 100% confidence against questions that livedinside the knowledge base. So with a single click of a button,I can answer those 12 questions and get those answered inside of the tool andeither approved or to be tailored additionally here in a moment. We alsoprovide some intelligence around what we call multi-knowledge. So, this is tellingyou that you have answered the same question more than one way. And that'sreally important when we answer different questions, depending upon whichline of business, which product were selling, maybe which region. So it'sreally beneficial for the software tool to provide the options based upon someof your historical answers. You can make selections here and again you can keepthose approved or you can navigate back into your outline view they put thosequestions into the outline and you can begin to collaborate either on net newquestions or making any tailored adjustments or edits to these questionsas you see fit. So that we just answered, you know, call it thirteen questions, thirteen boilerplate questions in here. So now it's time to answer a questionthat we we haven't answered before, right? So it doesn't live inside of ourknowledge base and we have to leverage our collaboration. So when I click intothis question, one thing that it does do is it automatically provides a searchusing some of those key words and phrases and synonyms. so it starts to tryto try to get you to double-check there isn't anything close that can work or be afoundation from your knowledge base so you can always click and use a responsedirectly from the knowledge base it's going to plug it in right there. But, you alsohave the ability to then execute against our collaboration workflows. So younavigate to this workflow section. You can choose a writer and an approver. So I'llassign this question out to Charlie Golden. I'll leave myself as an approver.When I hit update assignments, they're going to get a bulk notification at thetop of the hour with all of the questions assigned to Charlie as awriter and then I will get a notification to approve those as itnavigates down the hierarchy of approval process. W e do have many customers thatgo outside of the organization for assistance when answering proposals thismight be a consulting firm, this might be a subject matter expert, this might be avendor. So we developed this 'Ask an Expert' feature to be able to sendindividual questions via email outside of the tool. That person can then providetheir response. They don't have access to the platfor,m your knowledge, the proposalitself but they can provide a response that comes back into the tool for you toapprove or edit and it's just a nice seamless way to engage some of thosefolks outside of the organization to help answer some of those collaborativeneeds. You can assign it at the question level or the section level so maybe thisentire relationship management section needs to go to Charlie Golden as adefault writer. I can update those assignments and now Charlie gets anotification that all six of those questions in that section fall on hisbehalf. One thing that I will call out hereis to save to the knowledge base button up here on the right hand side. So after wedo that initial knowledge based load of your current knowledge, we are going tobuild this knowledge base as we're answering proposals in the systems. Right?So it effectively gets smarter and more intelligent and we can leverageautomation more and more. So, if we come across a net-new question, if we chooseto, it is it can be toggled on or off. If you choose to have that net new answergo through approval process and plugged into the knowledge base you do have theability to build that knowledge base on the fly. So, just a cool feature as youbegin to use and leverage the tool to build out the remainder of yourknowledge base. [Matt] I would just say, I would add for the folks on the line, I think this would be really helpful, like, for me we used to havecertain questions that always would have to be approved by our pricing director.And, you know, and rather than emailing a full response and saying you know apage fifty-two, paragraph three, we need you to approve this language.You know, being able to have it automatically go to them and have a, youknow, a deadline that pops up on that I would think would be a lot it's a lothelpful to you guys. [Pat] That's a great call out and a greataddition, Matt. One thing I did want to call out is I just, want to type in Bruce's bio and you can, again, with just the click of a button pull in, you know, morethan just text content into this application. So again, just a coolseamless way to leverage your knowledge base. The idea is we're leveragingcollaboration, we're leveraging automation where we can, we're tailoringthe responses where we need and we're just being more efficient with how we'reanswering the proposal. And Matt to your, kind of, opening statement aroundinterest around project management, you know, we've shown some ways to kind oftrack the end user as well as your proposal landscape, but we put alot of emphasis into some metrics and dashboards at the individual projectlevel. So for this webinar test RFP and you can drill into understanding howmany questions have been started, or in progress, or complete, how many are outfor approval. You can understand the completion process. I can come in hereand say, 'Okay all of those assignments I've put out to Charlie Golden, what isthe status of those? What's the approval process?' I can understand what are myspecific tasks associated with this project. You can always track anyactivity that happens inside of the project itself, any notifications ormessages that you might get. We do have a messaging/consult compartment here towhere you can message your entire team, a single team member. So again, lots of waysto not only be more efficient in the way we answer these proposals, but also theway we collaborate in a way we project manage our proposals from start tofinish. So, just an additional project management dashboarding at theindividual project level. So if we fast forward just for sake of time, you know,we collaborate we get all of our questions approved and answered. Theexport and delivery becomes the next logical step in the next area forefficiency. So we have made this very seamless for our customers to be able totake all of their proposal responses and export them very seamlessly. So weprovide really three different export options depending upon the format of theoriginal RFP. So, within the click of a button, I can take all of those answersand I can plop them right back into the RFP that I received, the original RFPformat. So I'm going to do that for you you can see that. So, what's nice too is that is if there's any attachments with your response, we zip those up as part of thezip drive as well. And I'll open this up, you know, obviously answer just a couplequestions but when I pull up this response, you'll see that this was the,you know, CLOC template RFP that I just pulled down from the Internet. And hereis their boilerplate information and then when I start to navigate to thequestions, you can start to see that all of those questions that I answeredinside the tool are put right back in the appropriate section. I'm trying tonavigate down here and see if we have any more sections in there so you cansee we're able to take those, you know, thirteen questions that we answered andput those right back in to the original format. So the idea of pasting andcopying and pasting and having to circulate the original format to get theanswers. We collaborate inside the tool and then we provide consistentformatting and consistent output of those answers directly back in to theoriginal document. The next option for our customers is a lot of us have, I'll call it a customized template that we put all our responses into and how we submit ourproposals if it's not a requirement for us to use the original format. So wesupport the ability for you to build these custom templates inside of thetool you know we can add table contents and numbering, your logos, you knowheaders, all that kind of information we build the first template for you andwith you as part of the onboarding experience. And we've built one just fordemo purposes and I'll export those same questions into our template now so youcan kind of see a little bit of the art of the possible around the template. But,when you build that template the idea is to really take some of that boilerplateimagery and opening slides or whatever might be done today. We can boilerplate that into the template and then when I navigate past the table ofcontents,. you can see those answers that we just answered inside of the tool, areplopped right directly into a tailored output. So lots of systematic ways to geteverything out of the system after we've collaborated on it and get it submitted.Just a seamless way to do that final piece of the puzzle get it submitted tohopefully win the new business. Any questions, Matt, or any commentsbefore I navigate to the final piece around some of the the metrics aroundtracking kind of time spent versus time saved? [Matt] No, why don't you jump to that and then we'll have questions that will come in after that. [Pat] Perfect, so you know we've talked alittle bit about being able to trend on, you know, what proposals are we winningIn what areas, understand what the status, understand where we're using ourknowledge. So providing some trend analysis around the usage, around thecontent but we also want to kind of map out, quite honestly, the value that you'reseeing inside the tool. So, we track a concept called time spent versus timesaved across companies, across users and across proposals. And at the end of theday, what we are actually tracking here is the time spent in manually creatingknowledge and manually interacting with the proposal answers. And then we trackhow much time that user is saving or that proposal is being saved byleveraging automation the knowledge base. So it's a real, kind of, linear binaryresponse in the fact that, here's how much time it took to create those thingsand here's how much time you spent leveraging knowledge and the knowledgebase. And it just gives you a good snapshot into kind of where you'respending the most time, where you're saving the most time and again that canbe done at the individual proposal level. So, I'm tracking how much total time wasspent inside the proposal and how much total time was say by leveragingautomation. So I'll kind of pause there and I know Matt you had some questionsor some color there and I'll pause. [Matt] So, here's the piece where I think, Idon't know if you guys are using it right now in this way, but I could seeit's being used by law firms or if not in its version, you know at some point,but like it's really important for the legal marketers to be able to measurehow much time they spend in RFPs. Because, when they need to try to say noto responding to an RFP they need some kind of leverage against thepartner or whoever's making the decision. So, if they're able to say, you know, thisis how much time we've spent on a particular RFP or, things like that now,it doesn't look like it's exactly what I'm thinking as far asmeasuring the total time in the RFP, but it seems like generally speaking thatthe software product does measure the amount of time spent on an RFP. Am I correct in saying that a legal marketer could, you know, at the end ofthe year or whatever time period, look at their RFPs or say, 'Hey, you know we'veeither reduced our time from 100 hours to 50 hours, or even does it allow youthe ability to say to show management okay, you know, for these types of RFP wethey typically take this X amount of hours and maybe it doesn't, I just wantto make that clear to the audience what it does. [Pat] Great question. SoI think we can do some of that, you know, the what we track is the interactionwith inside the tools, so we can't capture as obviously the time thingshappen outside the tool, but at the very least we really want to prove two things:we will obviously want to prove that we can do it more efficiently and faster thanyour traditional way, but then secondly we want to provide a next layer ofgranularity around where you're actually spending the time at the individual userand proposal level. So you can start to make some business decisions dependingupon that. Does that make sense? [Matt] Yeah and you know another question just popped up somebody made another good point, if you aretrying to get more resources from management to be able to say, 'Hey, I wantto hire somebody else or, you know, we need more people on the RFP side of theteam.' I just think any way that you can track what the team is spending their time on can only help you. Supporting, whether it's a push for moreresources, or a push for saying no to an RFP our saying yes to an RFP. The more data, I found lawyers won't really listen to suggestions as much asthey listen to suggestions with evidence supporting them, so I wouldthink this be helpful to a lot of legal marketers and Matt one thing I wanted togo back to, Megan let me know that the exports went off onto my secondscreen. So you you folks didn't get to see the actual output. So you know yousaw me click in that single button, so this is gives you an art the possiblearound how we can support some of you tempaltes. So again table ofcontents, boilerplate information, and then you'll scroll down here and you'llsee here's the responses that we we answered together inside of the tool. Andso again, a good seamless way just to be able to pop those answers right into acustom template. And again this is customized to your styling into yourneeds. And then just so I can close the loop as well, I want to show you that wecan also show you the output of we've taken what was that CLOC template RFPthat I used for the demo today. And you can scroll down to thequestion-and-answer period. You start to see here's the the answers that weanswered inside the tool, so it truly is the ability to hit one button and andspit the answers right back in the original RFP and you're off and running.So, I apologize I pop those onto the wrong screen there yeah well the onlything I'm a because we should point out there a Kansas City based companybecause I just saw Patrick Mahomes' name floating around in therewe won't we won't hold that against you After barbecue we have to findsomething else to root, for he's been easy to do that. I mean, Ithink you know the way that I look at this, is particularly if you're a lawfirm that does more than, you know, five RFPs a year. Some law firms havethem spread out across, where every manager, you know, in their section, youknow, is in charge of RFPs. In other law firms have one or two or three or morespecific people who role is solely RFPs. I personally think that it could work bothways, because if I'm if I'm managing them to my whole firm I think, like, having adashboard to be able to pull up and report this type of thing is great. Butbut I also like the idea of if I'm in charging to our piece, but each practicegroup has folks working on their own this kind of gives youthe management perspective of, 'Hey I can actually see how the other RFPs are doing,even if they're not ones when I'm working on. So, whether you're the CMO oryou might be, you know, a proposal director or proposal specialist. I thinkit's pretty cool to enough to be able to look at not just the ones that you'rephysically have done, but what the folks on your team have done. So that was anotherpoint I brought up. I think, from what I saw, it would workwell, you know, with the RFPs that we did. But I wanted to open up to see if thereany questions came in from folks who might have been on the Q&A portion. [Pat] Matt, I have one here, so somebody asked about you know who can leverage the toolin terms of, you know, can attorneys and lawyers and people across theorganization leverage it? So, the answer is we provide a tool for you to fostercollaboration and to go out and answer as many proposals as you can to win dobusiness and we don't put a cap on either of those from a licensingperspective. So the tool comes with unlimited users, of course there'sdifferent role types and permissions that we can always talk about that makessense per user. But its unlimited users and unlimited content storage andunlimited proposals. So it really is the opportunity to kind of leverage thosevalue propositions and try to maximize all three of those things inside of yourown firm. [Matt] Got it and, you know, I'm just trying to think if I was in these guys spot what I would want to know? Is there a way to give them a generalpricing idea? You know, do they have to buy one for the whole firm does itgo by number licenses by people on the team, does it go for thewhole firm, can anybody in the firm use it? If you just kind of touch on that.I think that because my guess there's also going to be a lot of the folkslistening if they like this, they're going to have to sell it internally toget it approved. So they're more the more that they can kind of get it even justgeneral understanding. Yeah, so it's a great question and price is important sowe really do have that simplistic pricing model in the sensethat you pay an annual fee and you get access to the entire platform as well asunlimited users, content storage and proposal imports inside the tool. Youknow, each products and solutions inside of thisentire platform that may or may not make sense to your exact use case, so you knowthe pricing we can most certainly share with you offline. But the punchline is wetry to make it as seamless as possible tha,t based upon your use case we sellyou the products and services that you need, but it's uncapped across thosethree pillars which is a big differentiator for us. [Matt] Got it, so a long way ofsaying if they connected the offline and said hey this is the size of our firm anumber of people who might use that you would at least be able to give them aballpark. It might yeah even if it's not exactly. [Pat] A hundred percent and wewouldn't put you through you know the you know the full process if you justreach out to us, we'll get some information make sure we're notincluding something that isn't of value to you. We can get you a round number pretty quickly. [Matt] Okay good I think that you knowthat's important for folks. And you know I think that was that was all I wasgoing to cover, and so I don't have any more questions. You know again I wouldjust say the folks ,we're going to see more and more RFPs. It's absolutelyalready happening but you're just going to see it continue to grow. And if youare in charge of doing them, you know, I think there are either tools like thisor other ones in the market that have come a long ways in the last five years. Whereif you're still using a Word/Excel doc, manually changing the emails then likesending people Word documents to red line through the whole process and thenyou gotta you know dump it back into the original document. I just think thatyou're, you know, wasting a lot of time if you can get the firm to invest In atechnology like this I think you guys might and, you know, find the wholeprocess more enjoyable. But no that was it for me. Pat you let me know if there'sanything else you want to do in the wrap-up now. [Pat] That works I think wereI want to make sure we're cognizant that we're at the top of the hour so I thinkthere's a couple questions in here that will follow up individually. Again we'dlove for you to reach out if you want to tailored demonstration there'sobviously pretty high-level today. We can discuss something more tailored, discussthe pricing. We really, truly appreciate the time. I'll had it over over to Megan to wrap.
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