Sales Tweet #78 If you respond to Requests For Proposals then what's your strategy for maximizing success?
The Thinking Behind the Sales Tweet
I have never been a fan of the RFP process. I suppose that is due to my preference for niche marketing over forcing one’s business communications to conform to the demands of 3rd parties.
On the other hand, I recognize in many organizations business development relies on a base of RFP success.
So – how does a business go about maximizing its success under 3rd-party ‘controlled’ RFP processes?
We have spent time teaching business developers how to improve results.
Here are a few samples of our advice:
• Build relationships well in advance of the RPF issue
• Understand the Probable Client
o Through pre-RFP discussions
o By thoroughly understanding the RFP questions
o By knowing or surmising what lies between the lines of the RFP questions
• Work to guide the RFP process
o Innovate…use R&D to gain advantage over competitors
o Have amazing products and services that few, if any, can match…get those in the RFP specs
• Answer the questions and make it easy for the Probable Client to find and understand your answers
o Don’t insert a bunch of your cookie-cutter mumbo-jumbo
• Offer options
• Offer Valuable stuff you know your competition cannot deliver