RFPs Suck! How to Master the RFP System Once and for All to Win Big Business Excerpt
Created on: Sep 25, 2009 10:38 AM by Patrick Avery - Last Modified: Oct 19, 2009 9:03 AM by Patrick Avery
“RFPs Suck! How to Master the RFP System Once and for All to Win Big Business” comes in response to the increased use of RFPs in the corporate and government vendor-selection process (and the resultant increase in demand for help answering them).
“RFPs Suck!” is the natural follow-up to Tom Searcy’s popular e-book “Landing Big Sales with an RFP,” which was downloaded by thousands of business professionals desperate for more information on how to succeed in a system that seems to cater more to large companies looking for free consulting than to vendors hoping to land new accounts. In the extended version Searcy establishes a tested and meticulously-detailed process for knowing what to do, question and look for when faced with an RFP. This process starts in the RFP qualification stage (“Does this even make sense for us or are they just conducting market research at our expense?”) and continues by introducing readers to a number of potential hurdles (or opportunities) they might encounter along the way to RFP success.
This excerpt contains the book’s entire second chapter entitled, “Seven Signs of Readiness.”
The attached Zip file includes:
• Intro Page.doc
• Cover Sheet and Terms.pdf
• RFPs Suck! How to Master the RFP System Once and for All to Win Big Business Excerpt.pdf
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