How much effort to put on a RFQ?

#1

Post by erkken » Wed, Sep 18, 2019, 5:48 PM UTC

When receiving RFPs from large companies, how much effort do you put in answering the sometimes endless questions?

Is it okay to leave questions empty? There is I guess an optimal score in terms of effort put into the document/chance of winning...

Re: How much effort to put on a RFQ?

#2

Post by mindcrime » Wed, Sep 18, 2019, 5:55 PM UTC

The conventional thinking on this is, if it's an unsolicited RFP (eg, one you didn't help write) then your odds of winning the deal are nearly 0, so don't invest much effort in it at all. The "Column A" vendor almost certainly has already engaged with the company, written the RFP to make their solution the only possible winner, and then put the RFP process in motion just to "check the box" on the requirement that multiple vendor bids be solicited.

Of course there will be exceptions, but the problem is knowing which ones are the exceptions and which ones aren't...

Re: How much effort to put on a RFQ?

#3

Post by spsrich2 » Wed, Sep 18, 2019, 6:00 PM UTC

Toss it in the circular file. The consulting firm who wrote the RFP/RFQ are the ones who will end up winning it !

Re: How much effort to put on a RFQ?

#4

Post by erkken » Wed, Sep 18, 2019, 6:06 PM UTC

mindcrime wrote: post #2

The conventional thinking on this is, if it's an unsolicited RFP (eg, one you didn't help write) then your odds of winning the deal are nearly 0, so don't invest much effort in it at all. The "Column A" vendor almost certainly has already engaged with the company, written the RFP to make their solution the only possible winner, and then put the RFP process in motion just to "check the box" on the requirement that mul…

Thanks, helps a lot. It is an unsolicited, however we pass all requirements.

Is it generally okay asking the company if there is any vendor behind the RFQ (will they really reveal this?)

Re: How much effort to put on a RFQ?

#5

Post by mindcrime » Wed, Sep 18, 2019, 7:00 PM UTC

erkken wrote: post #4

mindcrime wrote: post #2

The conventional thinking on this is, if it's an unsolicited RFP (eg, one you didn't help write) then your odds of winning the deal are nearly 0, so don't invest much effort in it at all. The "Column A" vendor almost certainly has already engaged with the company, written the RFP to make their solution the only possible winner, and then put the RFP process in motion just to "check the box" on the requirement that mul…

Thanks, helps a lot. It is an unsolicited, however we pass all requirements. Is it generally okay asking the company if there is any vendor behind the RFQ (will they really reveal this?)

You can try, but you might not get an honest answer. Depends on who you talk to. Depending on how much time you have available, I'd suggest reading through CustomerCentric Selling[1] by Michael Bosworth. It goes really deep into handling this kind of situation.

[1]: https://www.amazon.com/CustomerCentric-Selling-Second-Michae...

Re: How much effort to put on a RFQ?

#6

Post by yitchelle » Thu, Sep 19, 2019, 9:25 AM UTC

I would suggest talking to them about it rather than just filling the boxes and sending it back. This way, their expectations and your delivery will be aligned.