Respond to RFPs on your own terms

Around this time of year you'll often get many requests for proposals (RFPs) out of the blue. Companies are dealing with new budgets and want to see what's out there. While it's great to receive an RFP, responding to each one can be time consuming. Author and speaker Lee Salz has some expert advice to help you decide which RFPs are worth your time - and which ones to chuck in the trash.

Lee recommends you call the procurement person and ask a few questions:

"Hi, I'm Lee Salz with XYZ Services. I just received your RFP in the mail and wanted to ask you a few questions so I can determine if it makes sense for us to respond. As you can imagine, we receive many RFPs and are very selective when determining to which we will respond."
"With that said, one of a few things can happen," says Salz. "She could give you permission to ask your questions. Or she could say, 'Fill out the RFP, or not. It's up to you.' My vote is to decline any RFP where the Procurement person won't allow you to ask questions of them. How can you have a fighting chance to win if they won't speak with you?"

With permission granted to ask questions, Salz recommends you ask the following questions to decide if it makes sense to participate in the process:

1. How did they get your name for inclusion in this process?
2. Why is this RFP out now?
3. Have they definitively decided to change providers?
4. What criteria will be used to score the RFPs?
5. What are the steps of the process after the RFP is submitted?

According to Salz, "The rule of thumb is that the less information Procurement shares, the lower the chance you have of winning."

Keep this in mind the next time you receive a blind RFP. It will not only help you qualify whether to respond, but also give you the information you need to better tailor your proposal to the company's needs - giving you a better chance at the sale.

Lee B. Salz is President of SalesDodo, LLC and author of "Soar Despite Your Dodo Sales Manager." He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Visit Lee's website at www.salesdodo.com.

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If you feel you aren't getting the support, training or advice you need from your manager, check out Lee B. Salz's new book, Soar Despite Your Dodo Sales Manager. After all, you are responsible for your own sales success.

Salz shows you how to first determine whether your current company is a good fit for your sales skills, then he helps you create your own "Sales Architecture" or sales system. His mentoring style guides you through a planning process for developing your territory, navigating your way through accounts, presenting, and dealing with the unexpected. With his advice, you're sure to adapt and thrive.

Learn more about Lee B. Salz and Soar Despite Your Dodo Sales Manager at www.salesdodo.com