How Much is Enough?

One of the rules we often see in an RFP calls for an extensive overview of our company and products. As an example, a client shared this recent RFP request with us:

“For the purposes of your response the following information and order must be used: company information (size, financial information, market share, organizational structure, company history, safety record…); company offering (technology, products and services, delivery, resources, training, continuous improvement…); business partnerships (other contracts within or outside our industry…); Quality and delivery (standards, measures, certifications, warranties, guarantees…); Related business opportunities (other company offerings, affiliations, business alliances…) Company organization outside the U.S. (alliances, products, services and pricing for Europe, South America, Asia…)”

Incredible. Look at any one item in the list above and imagine everything you might have to pull together. Even if you had a very comprehensive proposal template, it could take hours or days to pull it all together and modify it for this particular response. Look at the last point – all they want is our alliances, products, services and pricing for Europe, South America and Asia! It’s no wonder we’re busier than ever. This was just a “first pass”. Once they determined who the finalists were, there was more to follow.

Why is this request in place at all – to narrow the list, test our patience and wear us down? This is a rule we need to consider breaking, especially in unqualified responses. We can’t possibly deliver all of this for every RFP we respond to. Sure, maybe some of these questions are well intended, but come on. We’ll burn out trying to deliver this kind of response. Our goal should be to position the value of our potential fit early, and deliver only the information that is truly needed.

More to follow...