A World Without RFPs...we can only hope

A World Without RFPs... ,[object Object],[object Object]

Courtney Pemberton @cpembyrun Todd Nienkerk @toddross

Why we are talking about RFPs?

Why do customers make RFPs? ,[object Object],[object Object],[object Object],[object Object]

Why do vendors respond? ,[object Object]

Customers’ reasons Vendors’ reasons

Schipul ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Schipul ,[object Object],[object Object]

Four Kitchens ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Four Kitchens ,[object Object],[object Object]

So…are RFPs good for business?

Do an exercise to figure it out… ,[object Object],[object Object],[object Object],[object Object],[object Object]

Other downsides to RFPs ,[object Object],[object Object],[object Object]

Opportunity to build trust? Not a chance.

“ Be cost efficient. Or be innovative. Just make sure you stand out from the crowd” -Ken Carty VP & Chief Procurement Officer, Coca-Cola

What are your options? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Dear Customer…help us, help you! Tell us your budget.

Dear Customer…help us, help you! Beware of low bids.

Dear Customer…help us, help you! Remember that you are establishing a relationship. Your vendors want a relationship, too.

Dear Customer…help us, help you! Don’t let bad vendor experiences jade you.

Dear Customer…help us, help you! Don’t ask for free work.

Dear Customer…help us, help you! Pre-qualify vendors. Don’t open bid. Hyper-communicate.

Dear Customer…help us, help you! Tell us why you didn’t choose us.

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