What I have learned about RFPs
- I will only do an RFP if I really know the organization well and have a reasonable chance of success due to my relationships.
- RFPs are a massive amount of work and are often not read by the senior decision makers.
- Understanding the decision process is key. You need to know who is reviewing and deciding at each stage.
- You have to work with all of your relationships as well as complete the paperwork or you will be wasting your time regardless of the quality of the submission.
- RFPs are counter to idea generation. If you want ideas, you need to start with an openness. RFPs by their nature are exceptionally defined.
- RFPs are slanted to big expensive consulting businesses who have teams dedicated to writing RFPs.
- If you are small, like us, and you want to respond to an RFP, you need to be innovative and take risks. Be prepared to give them what you think they need not what they ask for.
