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Kosta_Konfucius

Sales Rep

Politicker
Acclaimed Answer
Catalyst
+9

Breaking Rules with RFPs

Some RFPs have a clear note of having vendors not talking to the client. When you are a rep working one of these RFPs do you ignore the note and try to have a conversation with the stakeholders or do you listen to rules?


I always want to listen to the rules, but if its a competitive deal the win percentage is extremely low if we just respond to the RFP and not do some form of a discovery. However, if procurement finds out it can disqualify you.

RFPs with rules against reaching out to the client, do you still try to meet with them

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22 comments

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antiASKHOLE
Tycoon
8
Bravado's Resident Asshole
This is an instance where I follow the rules.
CuriousFox
WR Officer
4
🦊
Read the rules. Get your questions in by the deadline.
TennisandSales
Politicker
3
Head Of Sales
in my experience you need to follow the rules.

Also, if you didnt help create the RFP, someone else did so you are already in the back seat. But what CAN work is see if you know anyone that knows the contact. and try to get intel and messaging across through them.
jefe
Arsonist
2
🍁
You definitely want to be involved. It's often so obvious who it was written for, or at least that it wasn't written for you.
Kosta_Konfucius
Politicker
0
Sales Rep
True, those are the best when sending them a template to use, which happens to focus on what you do best
SalesArmyKnife
Good Citizen
3
Sales Manager
RFPs are like babies, if you weren't there 9 months ago they're not yours.
jefe
Arsonist
2
🍁
I follow the rules, but voted 2 as they can sometimes be bent if there's trust - but you have to tread very lightly in those cases.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
That’s a big “it depends”. You do t want to disqualify yourself.
They should have a formal process for communicating. I personally don’t risk it.
nomdeguerre
Executive
2
Account executive
If you didn’t help write the RFP, generally they are a waste of time. Maybe with the exception of some government RFPs. Otherwise, you really need to have a proper discovery with the business owners. If you don’t get a chance to dine into the true pain points, which are usually not in the RFP, I don’t see how you can win.
Kosta_Konfucius
Politicker
0
Sales Rep
Which I think a big reason why its common to say screw it and try to set meetings and ignore Procurement. Its something we have always talked about doing but havent so curious if people do
nomdeguerre
Executive
0
Account executive
Exactly, so if you didn’t help write the RFP you have little chance of winning anyway. So, you might as well take the chance. If you get a call you’re at an advantage. If they kick you out for breaking the rules, you were probably wasting your time anyway and you can now use that time for a better opportunity. Either way you win.
1nbatopshotfan
Politicker
2
Sales
I would say to generally follow the rules, but if you do have a relationship in place prior to the rfp, by all means keep it up.
Justatitle
Big Shot
2
Account Executive
RFPs are a huge pain and for the most part a waste of time. I hate them. Sorry to be negative
saaster
Fire Starter
2
Account Executive
Fuck rfps
MassholeMovesWest
WR Officer
2
Account Executive
RFP's are a hoax I don't subscribe to
Hosshead
Opinionated
2
Retired
Follow the rules, stay focused.
ClamatoIsTheMotto
Good Citizen
1
Enterprise Account Executive
What are you selling btw?
Kosta_Konfucius
Politicker
1
Sales Rep
Like many reps here, SaaS
ClamatoIsTheMotto
Good Citizen
2
Enterprise Account Executive
Sorry for asking such a dumb question, wont let it happen again coach.

Daddy don't wanna spanky
Kosta_Konfucius
Politicker
0
Sales Rep
Didnt mean to come off snarky, was more of a joke about the demographic here!
DungeonsNDemos
Big Shot
1
Rolling 20's all day
If by some miracle you happen to be friends with the person who is in charge of the RFP, you probably helped them write it lol.
Don't mess with RFP rules.
JMSwiggidy
Politicker
1
Enterprise Account Executive
Absolutely do not break black out periods. If you use lobbyists gauge their opinion and see if they can back door you information. Or better yet, build the relationship in advanced and help influence/write the RFP - that’s how you win them.<br><br>If you do, (And I recommend you absolutely do not) don’t email… call.. etc. god forbid a competing vendor challenges if you win and they pull an audit trail. Your fucked and your reputation is done. <br><br>A fellow AE was forced out of a 15M deal by our legal departments for being a moron and meeting with someone during a blackout period. He was a shoe in to, procurement emailed him back saying “we still reserve the right to pick you” and the lobbyist basically told him “you’ll win the contract” <br><br>tl;dr - Don’t do it.

Edit: I should note I sell to government… I am not fully aware of private sector rules but I’d assume they are similar.

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