September 15, 2009
RFPs Suck! How to Master the RFP System Once and for All to Win Big Business Is the Insider’s Guide to the Dreaded RFP Process, Helping Companies Succeed in a System Designed to Favor...Someone Else

It’s no secret that most companies are at a disadvantage when they set their sights on that coveted large account and enter the RFP process. (A cursory online search for the phrase “answering RFPs” produces a good 30 articles detailing how awful the RFP process is for every one article advising you how to deal with it.) But thanks to a new book by Tom Searcy, the conversation just got a whole lot more helpful. RFPs Suck! How to Master the RFP System Once and for All to Win Big Business (Hardcover, Channel V Books ) 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 available to the public though all major online distributors. For more information about RFPs Suck!, please visit www.RFPsSuckTheBook.com.

“This book is the ultimate compilation of the complaints, challenges and successes I’ve navigated through over the years,” said Searcy. “My goal is to provide readers with an insider’s perspective into every single step of the process. Through tackling hundreds of RFPS with small and medium business clients, I have been able to identify the system’s recurring trends, truths, pitfalls, and loopholes-all of which are incorporated into this book.”

RFPs Suck! is the natural follow-up to Searcy’s hugely 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.

Tom Searcy’s first book with co-author Barbara Weaver Smith, Whale Hunting: How to Land Big Deals and Transform Your Company, was published by Wiley in 2008.

About Tom Searcy
Tom Searcy is a national speaker, author, trusted authority on large account sales and the founder of Hunt Big Sales (www.HuntBigSales.com), a fast growth sales consultancy and thought leadership organization. Searcy’s primary expertise is working directly with companies and sales teams throughout their big sales “hunts,” helping them to compete and win disproportionately large sales in highly competitive markets. His philosophy and process have resulted in over $3 billion in new sales for his company and its clients. Searcy writes regularly at his blog, www.HuntingBigSales.com. RFPs Suck! is his second book.