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How to Make the Go/No-Go Decision on an RFP - EP103
Manage episode 407486238 series 3561036
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How do you decide whether to bid on an RFP? Too many companies make a go/no-go decision solely on their ability to do the work.
But when you bid on everything you can do, you water down your resources. And you don’t have enough time and energy to put into the opportunities you really do have a chance of winning.
So, what criteria should you use to make the go/no-go decision on an RFP?
On this episode of the podcast, I discuss the 11 questions to ask before you decide whether to bid on an RFP, challenging you to build relationships with potential clients and make sure you meet ALL of the requirements.
I share the overlooked questions to ask before you make a go/no-go decision, explaining how to know whether an RFP has been wired for somebody else and identify any potential deal breakers in the terms and conditions.
Listen in for the ‘forgotten’ questions to ask before you bid on an RFP and learn how to determine whether a client is a good fit before you say YES to the proposal writing process!
Key TakeawaysWhy it’s crucial to make a go/no-go decision right away
The 4 OBVIOUS questions to ask as you decide whether to bid on an RFP
- Do you meet the requirements?
- Is this work you can do?
- Is there an incumbent?
- Did you know the RFP was coming?
Why it’s important to build relationships with potential clients
The 3 OVERLOOKED questions to ask as you decide whether to bid on an RFP
- Does it appear to be wired?
- Can you stand above the competition?
- Are there any deal breakers in the terms and conditions?
How to know whether an RFP has been wired for somebody else
The 4 FORGOTTEN questions to ask as you decide whether to bid on an RFP
- Can you deliver the services requested at the level you want?
- Are there requirements beyond what you do for most of your client?
- Do you know enough about the client and their industry or environment?
- Is this the right client for you?
What factors to consider in deciding if a client is a good fit
Why it’s demoralizing to bid on an RFP you can’t win
Connect with LisaThe RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Email podcast@rfpsuccess.com
ResourcesBook a Call with the RFP Success Company
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