The Complete Pre-Sales Course: Rfp To Win, Ai & Partnerships

Learn pre-sales essentials: RFx, proposals, contracts, pricing, AI, and cloud partnerships to win more deals.

What you'll learn

Navigate the full pre-sales lifecycle — from opportunity qualification through proposals, contracts, and deal closure.

Respond effectively to RFIs, RFQs, and RFPs, tailoring proposals that align with client goals and evaluation criteria.

Draft and interpret core pre-sales documents (NDA, MSA, SOW, Change Orders) to manage scope, protect both sides, and build trust.

Build accurate estimates and choose the right pricing models (T&M, Fixed Price, Retainer, Outcome-Based) to balance value and risk.

Collaborate successfully across sales, delivery, legal, finance, and partner teams to strengthen proposals and win rates.

Leverage AI tools and partner programs (Google PSF/PSO, AWS, Microsoft) to accelerate deals and create strategic value.

Requirements

No prior pre-sales experience required — this course is designed for beginners and professionals looking to sharpen their skills.

A basic understanding of technology, projects, or consulting will help, but is not mandatory.

Familiarity with client interactions or business processes is useful, though all key concepts will be explained from the ground up.

A willingness to learn, practice, and apply frameworks to real-world scenarios.

Optional: Access to common productivity tools (Google Docs, Excel/Sheets, or similar) for practicing estimation, proposals, and scope tracking.

Description

Pre-sales is one of the most critical—but often misunderstood—parts of the sales cycle. It’s where business goals meet technical solutions, and where trust is built long before a contract is signed. Done well, pre-sales shortens sales cycles, increases win rates, and sets delivery teams up for success. Done poorly, it leads to scope creep, frustrated clients, and missed opportunities.The Complete Pre-Sales Course: RFP to Win, AI & Partnerships is designed to give you the tools, frameworks, and confidence to succeed in every stage of pre-sales. Whether you’re a Solution Architect, Engineer, Pre-Sales Consultant, Engagement Manager, or simply curious about how deals are shaped, this course will help you level up your skills.You’ll learn how to:Navigate the pre-sales lifecycle from qualification to closure.Respond effectively to RFIs, RFQs, and RFPs, avoiding common pitfalls.Draft and interpret key documents like NDA, MSA, SOW, and Change Orders.Build accurate estimates and select the right pricing models (T&M, Fixed Price, Retainer, Outcome-Based).Collaborate effectively with sales, delivery, finance, and legal teams.Leverage AI tools to speed up proposals, analyze RFPs, and tailor client presentations.Tap into cloud partner programs (Google PSF/PSO, AWS, Microsoft) to accelerate deals and unlock funding.With practical examples, templates, case studies, and real-world strategies, this course is your complete guide to mastering pre-sales. Each lecture is short, actionable, and focused—so you can learn at your own pace and apply concepts immediately to your work.By the end, you’ll be equipped to create winning proposals, manage scope with confidence, and become the trusted partner clients rely on to bring solutions to life.

Overview

Section 1: Introduction to Pre-Sales

Lecture 1 Welcome to the Course

Lecture 2 Meet Your Instructor

Section 2: Pre-Sales Fundamentals

Lecture 3 What is Pre-Sales and Why It Matters

Lecture 4 Pre-Sales Lifecycle and Opportunity Stages

Lecture 5 Roles in Pre-Sales (AE, Architect, Legal, Delivery)

Section 3: RFx Essentials (RFI / RFQ / RFP)

Lecture 6 Understanding RFI, RFQ, RFP

Lecture 7 When Customers Don’t Issue RFx

Lecture 8 How to Read and Respond

Lecture 9 Examples & Common Pitfalls

Section 4: Core Contract Documents

Lecture 10 NDA – Why and When

Lecture 11 MSA – Key Clauses & Real Examples

Lecture 12 SOW – The Most Dangerous Document

Lecture 13 Change Orders – Controlling Scope & Trust

Section 5: Proposal Writing & Estimation

Lecture 14 Proposal Structure & TOC Walkthrough

Lecture 15 Scope, Deliverables, Assumptions, Risks

Lecture 16 Estimation Approaches

Lecture 17 Pricing Models (T&M, Fixed, Retainer, Outcome-Based)

Section 6: Collaboration, Tools, and Change Control

Lecture 18 Collaboration with Sales & Delivery

Lecture 19 Documenting and Tracking Scope Changes

Section 7: Advanced Strategies & Customer Types

Lecture 20 Templates & Pre-Sales Toolkit

Lecture 21 Advanced SOW Language Techniques

Lecture 22 Managing Challenging Stakeholders

Lecture 23 Partner-Initiated Pre-Sales (Google, AWS, etc.)

Lecture 24 Creating Value Beyond the Ask

Section 8: Extra Section: Google Partner Services

Lecture 25 Using Google-Funded Programs

Lecture 26 GCP Case Studies with PSF/PSO

Section 9: Extra Section: Future-Ready Pre-Sales

Lecture 27 Using AI in Pre-Sales — Your Smartest Ally

Lecture 28 Overview of PSF vs PSO

Section 10: Final Section: Wrap-Up

Lecture 29 Course Summary & Final Tips

Lecture 30 Next Steps — Mastering APIs, AI & Cloud with Google

Solution Architects and Pre-Sales Consultants who want to strengthen their ability to win deals and build client trust.,Engineers, Developers, and Technical Specialists who collaborate on proposals and want to understand the business side of pre-sales.,Project Managers, Engagement Managers, and Delivery Leads who need to align with sales and pre-sales teams on scope, estimates, and contracts.,Business Development and Sales Professionals who want to better understand the technical and contractual aspects of pre-sales.,Anyone curious about pre-sales who wants a structured introduction to RFx responses, contracts, proposals, pricing models, and collaboration.