Hunting Big Sales with Tom Searcy

RFPs Suck: Take his word for it

 

Ian Lurie of Conversation Marketing had a look at RFPs Suck! and decided the topic was worth an interview on his site.  Call me biased, but I have to agree.  He asked some great and important questions on RFPs and I’d like to share the answers with you here.

Below is an excerpt from the article.  Read the whole thing here.

RFPs Suck-Don’t take my word for it…

RFPs are like a colonoscopy: Someone you don’t even know gets to inspect you from the inside out.

Sorry, I prefer to have dinner first.

Thankfully, I’m no longer raving alone. Tom Searcy has written an excellent book titled, guess what, RFPs Suck! How to Master the RFP System Once and for All to Win Big Business.

Unlike me, he provides excellent help to navigate the RFP process. In fact, I used some of his advice in an RFP, and are now in the running for the contract. So his stuff works.

Tom was kind enough to do an interview with me about the book and RFPs in general. Here it is:

1. What inspired you to write the book? I know why I’d write it – because RFPs really do suck. But clearly you’ve seen great success responding to RFP’s.

Over the past five years, governance requirements, aggressive cost-cutting measures and more powerful purchasing departments have been driving deals into the RFP process–even the smaller deals that may not have required one before. As such, the number of deals that require an RFP process has increased exponentially.

Read on…

Posted by Tom Searcy in RFPs and tagged .



 

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