Proportionate proposals
There are a lot of business development advisors who’ll tell you not to touch an RFP with a 10-foot rusty pole.
The legendary David Maister was such an expert. He’d say something along the lines of “Why put your limited time and other precious resources into something so imponderable while there are perfectly good existing clients on whom to lavish your attention?”
I agree, to a point. As much as I’d like to, I can’t spend every waking hour on clients. I choose to read, think, play, eat, swim, rest, socialize and do other non-client things.
I also sometimes respond to Requests for Proposals. Part of the reason is because I’m really good at creating proposals. That’s thanks to many years as an in-house marketer for large firms (one legal and the other engineering and architectural) for which RFPs were a big part of the mix.
My speed is a plus. So is my temperament. While I do my best, I strive to keep things in proportion, making sure to resist obsessing, over-editing and the like. I’ve gotten pretty good at shipping, following up appropriately and then letting go.
I make sure RFPs stay a small part of what I do to get and keep business. Nevertheless, they do have a place. I remember that I can’t catch the bus if I’m not standing on the corner.
The key is the decision to respond in the first place. It’s hard not to wonder, for example, if the RFP is just a formality. That the decision to award the work has already been made, and someone is merely doing some due diligence…at the expense of the respondents.
If I’m in and stay in this place, I’m better off following Dr. Maister’s admonition. If I doubt the fairness or motives of the process, I pass.
DOUG
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4Take a look at http://doug-stern.com/blog/2010/07/08/248-on-writing-great-proposals/ for some practical how-to advice.
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