Captain’s log, stardate 20200211


Value pricing and RFPs

Sent by Jonathan Stark on February 11th, 2020

Question: How do you have the why conversation when it’s an RFP and they won’t allow phone calls before proposal submission?

Answer: You can’t.

So what should you do in a case like this?

I would simply pass on the work.

Typically an RFP process results in a beauty contest that gives all the negotiating power to the client. 

Which raises the question:

“How can I set up my business such that I don’t have to respond to RFPs?”

This is a much better question.




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