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Requests for Proposals (RFP's)

Written by: Todd Willard

Article Overview: An overview on RFP's and the importance associated with RFP's in selling.

Requests for Proposals (RFP's)

In today's sales environment, Requests for Proposals (RFP's) are a common request regardless of what you are selling and what market you serve. Responding to RFP's can be a significant issue for many sales organizations - not to mention a VERY time consuming process.

In a typical RFP timeline, an IT individual or organization may get involved and most have consultants that are also a part of the overall process.

The issue with most RFP's centers around when you as a sales rep and your sales organization become involved in the RFP process. If an RFP has been introduced and has already been defined and you are asked to respond - once it has been introduced, the chances of winning the deal are quite frankly slim and none.

Your goal should be to either help write the RFP itself or get involved in the process as soon as possible. The later involvement significantly reduces your chances of success.

WILLARD'S WISDOM

Related Articles
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  Issuing an RFP
  Ten Tips For Writing Successful Business Proposals From Your Strategic Thinking Business Coach
  Stress-Free Selling® - Do Your Proposals Sell?

Article Tags: sales, sales coaching, sales training, selling



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LinkedIn for me - I've been getting requests along the following from LinkedIn: 1. Job offers by recruiters 2. request for introductions to points of Contact at my present place of employment 3. Requests to forward job offers within my network 4. requests to introduce other members from within my network


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