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The dreaded RFP

Using an RFP to select a vendor is like selecting a girlfriend by how well she writes a book review....of a bad romance novel.

It is my experience that RFPs are for suckers and chumps. They tend to only benefit consultants and write down revenue for incumbents. They are a 'price-first', one-sided discussion that tends to rob the bidding parties of any ability to bring value.

As you may guess, I am working through an RFP bid. It's a biggie, and I am hopeful and optimistic (both of which are signs of weakness in the sales world). But my company is truly a great fit.

I made several mistakes in this particular process, all of which could be traced back to my general distaste of RFPs. Ten years of training has ingrained in me this is a lost cause 95% of the time. I was apathetic. This particular RFP seems to fall in the other 5%.....we will see.

I will embrace this process, push to win, and act as though the RFP is my best friend. I will put on my suit and a smile. I will do everything to see this opportunity as MINE.....mine to win. No other options. I will strive to dazzle and impress. I will rise to, and above, the occasion.

The entire time, however, I will have a voice in my head proclaiming "NO CHANCE"....I hope for nothing more than to prove that voice wrong.....we will see.

Comments

Unknown said…
There are usually two goals at play with an RFP: to turn everyone's offer into a commodity and create a race to the bottom and/or to provide false legitimacy to their biases by writing (or allowing the vendor to write) a biased document. It's tough to win that game if you are not the customer or the favorite. Even if you find a way to "win," it will probably be more painful than it's worth.

But good luck!! :)
November 7, 2010 at 6:38 PM
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