I just stumbled on a great blog by Scott R. Sheaffer, Sales Vitamins entitled “Five Realities of RFP’s.” This article reasonates with one of my previous blogs (“Another Unproductive Sales Activity-Chasing RFP’s”). To Scott Sheaffer’s credit, this is one of the best summaries of the RFP Myth I have come across. While I am going to paraphrase his points, I encourage you to read this post in its entirety.
The Realities of RFPs (Request for Proposal):
1. We cannot win without a relationship.
2. Companies have a pre-defined short list. If you have not been involved in writing specs for the bid, you are not on that list.
3. Toss unexpected RFP’s in the recycle bin.
4. Soliciting companies rarely select a winner on price only. They know what features they want and who has them. Don’t waste your time fixating on price.
5. Myth: Most RFPs have some comment claiming that no, or at most limited, contact is allowed between the soliciting company and bidder. Reality: If you’re on their short list of winners there won’t be any limitations as to how often you can have contact.
Find Out if You’re on the Short List:
1. Submit a preliminary abridged draft proposal with the soliciting company.
2. Request a 30-minute appointment with them to review the draft proposal.
3. Emphasize the importance of this meeting as it relates to thoroughness, accuracy and the investment of resources in the proposal process.
Summary
If they won’t agree to this meeting, then there is a very good chance you are on their designated loser list.
Kudos to Scott for this blog, this is right on target!
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