How You Can Improve the Buying Process How to Get on the Buying Decision Team Dealing with RFPs, Purchasing Agents, and Other Formal Buying Processes Using Content to Influence the Buying Process

Dear Mr. or Ms. Client:

You may be tempted to reject this letter because the author is a seller of services rather than a buyer and therefore might be biased.

In a nutshell, that's what's wrong with RFPs (Requests for Proposals). They reject the upside benefits of experience in order to avoid the downside risk of undue influence. That's a bad deal for the client, but there are things both client and provider can do to improve it.

When to Use RFPs

RFPs in their simplest mode are formal invitations from a buyer company to a limited number of sellers to propose on a project. They describe what the buying company is looking for in terms of approach, credentials, models, project management, evaluative criteria, and pricing. They typically come with a due date and generally offer very minimal contact with the seller in advance of that date. What contact is offered is carefully made available to all sellers.

Let's acknowledge that there are situations in which RFPs are appropriate and desirable. First and foremost are government contracts. Unlike private companies, governmental entities are "owned" by all citizens. And the appearance of improper influence is per se destructive of our faith in government. Most citizens don't begrudge the use of RFPs as a blunt instrument way to ensure transparency, lack of favoritism, and corruption.

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