How to Master the RFP System Once
by Tom Searcy
and For All to Win Big Business
An All-Inclusive RFP How-to Guide With Samples and Tips for Writing RFP Responses That Win Government and Corporate Contracts
It used to be that you could ignore RFPs. Only a small portion of the market used them in the buying process and you could work around those companies.
Today, governance rules dictated by boards and administered by finance have made RFPs and RFQs a dominating part of the large-deal world. Not only can you no longer ignore them, but you need to know that companies use RFPsand increasingly purchasing and procurement — for many reasons that have little to do with the opportunity offered in the official document. The result? We all have no choice but to go through the expensive and time-consuming process. And though you might like to believe the system is fair, if your company is pitching a disproportionately larger client, you’re at a disadvantage from the moment you begin the process.
Because the RFP system is not built for you. It’s built for the big companies and government institutions that benefit from RFPs.
But no matter how hard you try to avoid them, there will inevitably come a day when that irresistible RFP lands on your desk. It’s almost like it was written for you.
This book is your best guide on what to know, to question and to do when faced with that RFP. It will also help you develop the confidence and understanding to know when to quit the process before it even starts and when to stay in it and win big.