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How to Win Bids and Influence People

If you’re tired of chasing RFPs, this episode will shift how you think about AI, strategy, and winning in government procurement. In this episode of Elevating Enterprise, Jazzy T and RJ Williams sit down with Nick Lopez, Co-Founder & CEO of Prosal, to break down how AI should actually be used in government contracting—not to write proposals, but to research smarter, identify the right decision-makers, and build relationships before the bid ever drops. Prosal is an AI-driven capture intelligence tool designed to help small and mid-sized businesses stop wasting time on unwinnable bids and start focusing on the opportunities where they’re truly positioned to win. In this conversation, you’ll learn: Why relationships—not RFPs—win government contracts How SMEs misuse AI (and how to fix it) What signals to look for before an RFP is released Why “time talking to the customer” matters more than proposal length How Prosal helps businesses research, map markets, and approach influencers Learn more and connect with Nick here https://www.jazzcastpros.com/elevatin... 00:00 – The Old Way Is Broken: Why RFPs Keep Failing Small Businesses 01:22 – Meet Prosal: “ChatGPT, but Trained for Government Contracting” 03:27 – The Truth About RFPs Written for Someone Else 05:08 – RFIs, Market Research & How Relationships Shape Outcomes 06:23 – Why Relationships Win Contracts 09:03 – People Buy From People: Mapping the Human Side of Procurement 11:17 – How Prosal Guides You Instead of Making You Guess 13:13 – FAR Changes, Faster Timelines & New Federal Opportunities 15:07 – CSOs, BAAs & Breaking Into Federal Work 21:01 – Teaming Partners, Implied Incumbents & Competitive Intelligence 25:29 – From Weeks to Hours: Compressing Decision-Making Timelines 26:02 – TTC Explained: The Only Metric That Actually Matters 30:31 – What a 33% Win Rate Really Means 37:26 – Final Word: Stop Selling. Be Curious. Be Genuine.