a world without rfps...we can only hope
TRANSCRIPT
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A World Without A World Without RFPs...RFPs...
we can only hopewe can only hope#NoRFPs#NoRFPs
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Courtney PembertonCourtney Pemberton@cpembyrun@cpembyrun
Todd NienkerkTodd Nienkerk@toddross@toddross
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Why we are talking about Why we are talking about RFPs?RFPs?
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Why do customers make Why do customers make RFPs?RFPs?
•Market Price & Leverage
•Qualify New Vendors
•Free Consulting
•Standard Procedure
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Market Price & LeverageMarket Price & Leverage
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Qualify New VendorsQualify New Vendors
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Free ConsultingFree Consulting
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Standard ProcedureStandard Procedure
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Why do vendors respond?Why do vendors respond?
•Vendors can be naive
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Customers’ reasons
Vendors’ reasons
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Are RFPs a waste of time?Are RFPs a waste of time?
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SchipulSchipul
•37-person company
•Web design and development, SEM and Social Media, Web Marketing
•Dedicated Teams – Sales, Programming, Creative, Technical, Support, Operations
•High Volume: 150 projects/year
•Typical Timeline of Projects: minimum 3-6 month commitment
•Average project budget: $10,000 - $20,000 budget
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SchipulSchipul
•10-20 hours per RFP response
•Over 60% of business comes from current clients or referrals
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Four KitchensFour Kitchens
•12-person company
•Web design and development (no marketing)
•No dedicated sales team
•Low Volume: 5 projects/year
•Typical Timeline of Projects: minimum 6-month commitment; usually 2 years
•Average project budget: $250,000 budget
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Four KitchensFour Kitchens
•30-40 hours per RFP response
•85% of work over the past 5 years involved no RFPs
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So…are RFPs good for So…are RFPs good for business?business?
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We donWe don’’t think so.t think so.
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Do an exercise to figure it Do an exercise to figure it out…out…
•Grab some post-its!
•Ask yourself some questions… What % of RFP-driven proposals so you
win? What % of work doesn’t involve an RFP? How much revenue are you losing per
RFP response?
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Other downsides to RFPsOther downsides to RFPs
•Free Work?
•Vendor Creativity?
•Opportunity to Build Trust?
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Free Work? No way.Free Work? No way.
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Vendor Creativity? Gone.Vendor Creativity? Gone.
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Opportunity to build trust? Not a Opportunity to build trust? Not a chance.chance.
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““Be cost efficient. Or be Be cost efficient. Or be innovative. Just make innovative. Just make
sure you stand out sure you stand out from the crowdfrom the crowd””
-Ken Carty-Ken CartyVP & Chief Procurement Officer, Coca-VP & Chief Procurement Officer, Coca-
ColaCola
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What are your options?What are your options?
Establish customer/vendor relationship
In-person pitches
Ask the right questionsOpen bid?Is it a good fit?
Take a stance
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Dear Customer…help us, help Dear Customer…help us, help you!you!
Tell us your budget.
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Dear Customer…help us, help Dear Customer…help us, help you!you!
Beware of low bids.
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Dear Customer…help us, help Dear Customer…help us, help you!you!
Remember that you are establishing a relationship.
Your vendors want a relationship, too.
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Dear Customer…help us, help Dear Customer…help us, help you!you!
Don’t let bad vendor experiences jade you.
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Dear Customer…help us, help Dear Customer…help us, help you!you!
Don’t ask for free work.
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Dear Customer…help us, help Dear Customer…help us, help you!you!
Pre-qualify vendors.
Don’t open bid.
Hyper-communicate.
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Dear Customer…help us, help Dear Customer…help us, help you!you!
Tell us why you didn’t choose us.
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Questions?Questions?
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Thank You!Thank You!