It used to be that you could ignore RFPs. Only a small portion of
the market used them in their 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
component of the large-deal world. Not only can you no longer
ignore them, but you need to know that companies use RFPs-and
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. WHY? Because the RFP system is not
built for you. It's built for 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 or when to stay in it and win big.
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