RFPs Suck! How to Master the RFP System Once and for All to Win Big Business Excerpt

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If you want to do business these days, particularly with the government, you are going to have to deal with the dreaded Request For Proposal. This book chapter will help you cope with this tedious relaity.


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Tom Searcy, the foremost expert in large account selling, has made a career out of doing big deals and creating explosive growth. As the founder and CEO of Hunt Big Sales, a fast-growth consultancy and thought leadership organization, he's helped clients transform the way they do business and close deals they would have never thought possible. With Tom's guidance, Hunt Big Sales clients have closed more than $4 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.

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From Tom Searcy | Sep 25, 2009

"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 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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