Why You Shouldn’t Give a Client Ambiguous RFP Language

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1. Rick Griggs says

   November 9, 2017 at 9:55 am

   Matt

   Avoiding ambiguity is important, of course. More important, however, is to have a prepared set of RFP questions to provide clients if they ask for help in creating an RFP. Those questions are specific to the industry and specific line of business, of course, but most importantly they are questions that:

   1. emphasize YOUR strengths and/or expose your competition’s shortcomings; AND
   2. for which you already have strong responses that clearly communicate the benefits you provide; AND
   3. allow you to quickly create a responsive proposal so you can focus instead on making it persuasive to address the clients’ pain points and needs

   A client/prospect asking for your help with buying something they already purchase from you/that you sell is a foundational element of building a relationship and a HUGE opportunity. Be prepared.

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   • Matt Handal says

     November 13, 2017 at 10:35 am

     Good point. Thank you for contributing to the discussion.

     Reply