Challenging an RFP
There is nothing wrong with pushing back on your prospect’s plan to issue an RFP.
As discussed previously, the RFP process is an extremely antiquated one at best, in my opinion.
Challenging your customer on this idea is often a good idea, especially if you have any sort of relationship with the prospect. In my experience, I’ve found that I can convince them not to go down the RFP path about 30-40% of the time.
The other 60-70% of the time, the RFP process is out of the business beneficiaries’ control, and there is no way around it. In that case, fighting them will only alienate you from your potential RFP champion.
[See original article for tips on how to challenge an RFP]
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
