I always find it interesting when I’m preparing a proposal that will be reviewed and compared to other proposals. Request For Proposal = RFP. When I was in sales training full time as the Director of Sales for Apex Performance Systems, we often taught students how to navigate through an RFP. Many times the best advice is not to submit anything. One reason for that is because in certain circumstances, the sales person has no way to communicate the value of the proposed solution face to face. Just submit your best plan and wait.
Recently I prepared a proposal for an RFP with the best team of trainers for that project.
There were approximately 5 bidders. The result was that we were neither the high bidder or the low bidder. In the end it didn’t come down to who had the best solution. The winner was chosen because they were local. Since the training was to support a local community and the funding was to increase sales in their community, it makes sense to a degree. Unfortunately when decisions are made based on emotion and not logic, the outcomes should come into question. Needless to say, we were not selected. I wish them the best, both the community and the training/consulting company they selected.
When you get an RFP, consider the politics and emotions that will come into play when decision making time comes.