Comments on: Suggested guidelines for responding to RFPs http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/ News, opinion, and fresh thinking for web developers and designers. The official podcast of sitepoint.com. Thu, 04 Dec 2008 02:47:03 +0000 http://wordpress.org/?v=2.5 By: arrogant? http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-809650 arrogant? Wed, 15 Oct 2008 03:39:06 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-809650 Hi, I agree with this post. I often have assisted creating the RFP/RFT with the consultant or company. And are told "you are getting the job" from word go. This process happens a lot and I also am hesitant responding to a tender. I also accept a tender after I call the contact and form a relationship - either we did that work for your competitor or for your alliance partner or for your mate. I always ask how many they are tendering to and to whom, often they give me the company names. If the other companies are small operations, run different CMS (eg Joomla vs. dot Net), or are all over the country you can assume that they are going for budget only, will choose the person in their state, or already have a company in mind. I also ask for their budget. If its Government you can assume its worth over $50k. Every tender we do we always are 90% sure whether we will get the job or not and for the 10% we use it to build a future relationship. Tenders even though we have template responses, documents and copy we usually take a week to refine a document as well. I like to only respond to tenders worth over $50k. Anything else I can get from them coming direct to us and they want us and there is no hard sell. I am sure this is all sounding arrogant, but we are too busy to waste time on tyre kickers! Hi, I agree with this post. I often have assisted creating the RFP/RFT with the consultant or company. And are told “you are getting the job” from word go. This process happens a lot and I also am hesitant responding to a tender. I also accept a tender after I call the contact and form a relationship - either we did that work for your competitor or for your alliance partner or for your mate.

I always ask how many they are tendering to and to whom, often they give me the company names. If the other companies are small operations, run different CMS (eg Joomla vs. dot Net), or are all over the country you can assume that they are going for budget only, will choose the person in their state, or already have a company in mind. I also ask for their budget. If its Government you can assume its worth over $50k.

Every tender we do we always are 90% sure whether we will get the job or not and for the 10% we use it to build a future relationship.

Tenders even though we have template responses, documents and copy we usually take a week to refine a document as well. I like to only respond to tenders worth over $50k. Anything else I can get from them coming direct to us and they want us and there is no hard sell.

I am sure this is all sounding arrogant, but we are too busy to waste time on tyre kickers!

]]> By: David http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-347399 David Thu, 23 Aug 2007 19:50:58 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-347399 You can't give up. I land about 1 in 10... but unless someone comes up with a better way of winning cold-call business, this is whatcha gotta do. But if you're looking for a good place to find new projects to bid on, check out the <a href="http://www.rfpdb.com" rel="nofollow">RFP Database</a>! You can’t give up. I land about 1 in 10… but unless someone comes up with a better way of winning cold-call business, this is whatcha gotta do. But if you’re looking for a good place to find new projects to bid on, check out the RFP Database!

]]> By: Danny Foo http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-43443 Danny Foo Tue, 08 Aug 2006 07:31:32 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-43443 Whenever we produce an RFP, the price factor is always the decision maker of the client. No matter how good the ideas you have and you tell them how you're going to implement it, their budget just isn't cut out for the price you're doing it for. Now I'm thinking if the price should be included in an RFP. :| Whenever we produce an RFP, the price factor is always the decision maker of the client. No matter how good the ideas you have and you tell them how you’re going to implement it, their budget just isn’t cut out for the price you’re doing it for.

Now I’m thinking if the price should be included in an RFP. :|

]]> By: Ronny http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-40377 Ronny Tue, 25 Jul 2006 09:42:41 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-40377 I never write proposals based on an RFP alone. If the request seems reasonable and the project seems profitable enough for us, I try to go into further details, and then a meeting. This way I can filter the bad RFPs (and there are a lot, you're right about that), and race-to-win the other ones. Worked for me. I never write proposals based on an RFP alone. If the request seems reasonable and the project seems profitable enough for us, I try to go into further details, and then a meeting.

This way I can filter the bad RFPs (and there are a lot, you’re right about that), and race-to-win the other ones. Worked for me.

]]> By: shadowbox http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-40111 shadowbox Mon, 24 Jul 2006 08:44:29 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-40111 I wouldn't spend any great deal of time writing up proposals for any potential clients, not unless I was getting paid to do so. In 90% of situations, it's completely unnecessary - you can agree specs verbally, usually at the end of a successful sales meeting. Many web developers simply don't know how to close a sale and seem to rely on the offering of writing a proposal to seal matters, when in most cases, your prospect is just waiting for you to ask them for the job. I think it's unfair for any potential client to expect you to spend many hours writing up proposals for them. If you are a sole freelancer, time is at a premium, so I would suggest you look into improving your closing techniques and hence avoid the need to write a 'sales' proposal and instead write proposals that document an agreement you have to do business with a client. (Yes, there are situations where this won't cut it, but I'm talking about small scale web developement, dealing with small businesses and the like, not public sector or large corporations who may have more rigid processes in place). www.honestselling.com is a great resource for improving sales techniques As for NDAs, that is completely unrealistic IMO. The best way to avoid people stealing your ideas for free is to never give them any ideas until they've coughed up some consulting fees. As a consultant, you should get paid for consulting. I wouldn’t spend any great deal of time writing up proposals for any potential clients, not unless I was getting paid to do so. In 90% of situations, it’s completely unnecessary - you can agree specs verbally, usually at the end of a successful sales meeting. Many web developers simply don’t know how to close a sale and seem to rely on the offering of writing a proposal to seal matters, when in most cases, your prospect is just waiting for you to ask them for the job.

I think it’s unfair for any potential client to expect you to spend many hours writing up proposals for them. If you are a sole freelancer, time is at a premium, so I would suggest you look into improving your closing techniques and hence avoid the need to write a ’sales’ proposal and instead write proposals that document an agreement you have to do business with a client. (Yes, there are situations where this won’t cut it, but I’m talking about small scale web developement, dealing with small businesses and the like, not public sector or large corporations who may have more rigid processes in place). http://www.honestselling.com is a great resource for improving sales techniques

As for NDAs, that is completely unrealistic IMO. The best way to avoid people stealing your ideas for free is to never give them any ideas until they’ve coughed up some consulting fees. As a consultant, you should get paid for consulting.

]]> By: Joe http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-40100 Joe Mon, 24 Jul 2006 07:45:48 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-40100 I am just starting out with my business. What about writing a proposal for a client that comes to you to go along with the contract. Basicly just a plan and why it will work, what is all included, and the price, even if they have a good chance to go with you. I don't like the RFP thing, but just a proposal when a new client contacts you through normal sales to finalize the deal and make sure you are on the same page. After you have talked to them about what they need but right before they sign the contract. Also what about the idea of making potential clients sign non-disclosure/non-compete agreements before you submit a proposal for an RFP or otherwise? I am just starting out with my business. What about writing a proposal for a client that comes to you to go along with the contract. Basicly just a plan and why it will work, what is all included, and the price, even if they have a good chance to go with you.

I don’t like the RFP thing, but just a proposal when a new client contacts you through normal sales to finalize the deal and make sure you are on the same page. After you have talked to them about what they need but right before they sign the contract.

Also what about the idea of making potential clients sign non-disclosure/non-compete agreements before you submit a proposal for an RFP or otherwise?

]]> By: shadowbox http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39940 shadowbox Sun, 23 Jul 2006 07:22:21 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39940 If the RFP was sent as a Word doc, in Word go to File, Properties - it should show the author of the document. This can sometimes be quite a revealing discovery :) If the RFP was sent as a Word doc, in Word go to File, Properties - it should show the author of the document. This can sometimes be quite a revealing discovery :)

]]> By: donnad http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39902 donnad Sun, 23 Jul 2006 00:04:31 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39902 Very timely subject, thank you! I just received my first formal RFP yesterday. I live in a small city and I have worked over the years on relationships with other small web companies in the area (there is so much work to go around, at all technical levels, that we give each other new clients when we are overloaded and team up when necessary). I immediately emailed a couple of my "competitors" and we analyzed the RFP, which of course they had received as well. Conclusion? Not a project worth going for, too many questionable decisions already made. After reading this blog, I now realize that likely the preferred candidate helped write the RFP. I agree with the others that most of my clients are already "sold" when they contact me. Now I am sure my decision not to respond is the right one, thanks! Very timely subject, thank you! I just received my first formal RFP yesterday. I live in a small city and I have worked over the years on relationships with other small web companies in the area (there is so much work to go around, at all technical levels, that we give each other new clients when we are overloaded and team up when necessary). I immediately emailed a couple of my “competitors” and we analyzed the RFP, which of course they had received as well. Conclusion? Not a project worth going for, too many questionable decisions already made. After reading this blog, I now realize that likely the preferred candidate helped write the RFP. I agree with the others that most of my clients are already “sold” when they contact me. Now I am sure my decision not to respond is the right one, thanks!

]]> By: aneitlich http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39813 aneitlich Sat, 22 Jul 2006 13:22:14 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39813 Allen, That is a good strategy, per #2 in the original post. You just have to be sure to nurture the relationship, meet the right people, and learn about future initiatives so you can get in there. Worth doing for clients you really want to work with. Allen,

That is a good strategy, per #2 in the original post. You just have to be sure to nurture the relationship, meet the right people, and learn about future initiatives so you can get in there.

Worth doing for clients you really want to work with.

]]> By: Allen S. http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39755 Allen S. Sat, 22 Jul 2006 02:40:38 +0000 http://www.sitepoint.com/blogs/2006/07/19/suggested-guidelines-for-responding-to-rfps/#comment-39755 On every RFP I've responded to, our quoted price comes in as much 2-3 higher than the winning bid. Usually there is not enough information in the RFP to give an accurate quote, so the fudge factor is usually high. Usually, we know that we are going to loose on price. However, even when the chances of winning a project are slim, submitting a proposals we think it is a good long-term marketing strategy. It is a way to get our name out there. Submitting a well thought out proposal can be a way to build a relationship for future projects. After we've submitted a proposal, we "earn" direct access to the "person of infuluence" and stay in-touch for future projects. Not sure if this is a good strategy or not... What do you think? -Allen On every RFP I’ve responded to, our quoted price comes in as much 2-3 higher than the winning bid. Usually there is not enough information in the RFP to give an accurate quote, so the fudge factor is usually high. Usually, we know that we are going to loose on price.

However, even when the chances of winning a project are slim, submitting a proposals we think it is a good long-term marketing strategy. It is a way to get our name out there. Submitting a well thought out proposal can be a way to build a relationship for future projects.

After we’ve submitted a proposal, we “earn” direct access to the “person of infuluence” and stay in-touch for future projects.

Not sure if this is a good strategy or not… What do you think?

-Allen

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