A Partial Response

Last month we talked about how challenging some RFPs are to respond to, given how much information they require and how much time it can take us to give them what they ask for. This is especially true when we don’t think that we have a realistic opportunity to win. In these situations, we have to remember that we have options. We can choose to:

• respond and give them what they ask for
• not respond at all and “no bid”
• provide a partial response, giving them some of the information they need in a format that works for us

Although submitting a “no-bid” can sometimes be a good option, we often find ourselves in situations where we feel we need to respond just to stay in contention for future, more winnable opportunities. After all, we don’t want to be seen as the company who blew them off just before a realistic and exciting opportunity comes along. In these situations, we may want to submit a partial response that includes:

• a statement of appreciation for the opportunity to participate
• an executive summary that efficiently covers what you know about their business direction and solution requirements, an overview of your business and capabilities, and the compelling business fit that you see between your two companies
• an overview of your solution and the solution fit as you see it
• a suggested set of action steps that includes a face to face presentation meeting with the decision maker, a more detailed proposal response and the investment/pricing information they require

This type of professional response can drive some very positive outcomes: you don’t spend too much time on a deal you don’t think you can win; you show you’re interested in them by responding in a professional way so you stay in contention on future opportunities; and you have helped set the rules of engagement in a way that works for you if they do want to proceed.