Comments on: R.F.P. should R.I.P. http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/ Lessing-Flynn - Advertising In Des Moines, IA Fri, 13 Jan 2012 03:40:44 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: R.F.P. should R.I.P. « Ad Mavericks - Burson-Marsteller Watch http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-341 R.F.P. should R.I.P. « Ad Mavericks - Burson-Marsteller Watch Sat, 12 Dec 2009 08:00:43 +0000 http://admavericks.com/?p=1456#comment-341 [...] Read the whole article [...] [...] Read the whole article [...]

]]> By: David Kutcher http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-340 David Kutcher Fri, 11 Dec 2009 11:42:27 +0000 http://admavericks.com/?p=1456#comment-340 The idea of a RFP is good, it's the implementation of the RFP that is often lacking. That is not a fault of the RFP process, but the organization issuing the RFP. Often maligned, RFPs are a valuable tool and opportunity: <a href="http://blog.confluentforms.com/2009/07/often-maligned-rfps-are-valuable-tool.html" rel="nofollow">http://blog.confluentforms.com/2009/07/often-mali...</a> Best, -David The idea of a RFP is good, it's the implementation of the RFP that is often lacking. That is not a fault of the RFP process, but the organization issuing the RFP.

Often maligned, RFPs are a valuable tool and opportunity: http://blog.confluentforms.com/2009/07/often-mali...

Best,

-David

]]> By: NewBusinessHawk http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-339 NewBusinessHawk Fri, 11 Dec 2009 10:44:54 +0000 http://admavericks.com/?p=1456#comment-339 Great post, and to add more fuel on the fire, some more thoughts and another reason not to enjoy the ol RFP. What really happens during an RFP review! - <a href="http://sandersconsulting.com/newbusinesshawk/?p=144" rel="nofollow">http://sandersconsulting.com/newbusinesshawk/?p=1...</a> LOL Great minds and all that Maverick! Goose out! B Great post, and to add more fuel on the fire, some more thoughts and another reason not to enjoy the ol RFP.

What really happens during an RFP review! – http://sandersconsulting.com/newbusinesshawk/?p=1...

LOL Great minds and all that Maverick!

Goose out!

B

]]> By: Matthew Nelson http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-338 Matthew Nelson Fri, 11 Dec 2009 08:10:50 +0000 http://admavericks.com/?p=1456#comment-338 Good post and many valid points here. I work for a small marketing agency myself and am the one who has had to do the most RFPs to date because that is just how I have been able to make connections to get leads for work. However all of those RFPs that I do submit on are ONLY AFTER I am able to have a phone conversation with the company and dig into what their actual needs are, as you said in your post creating a real connection and relationship there. And even then sometimes we don't end up doing the RFP because we just don't think it will be worth it. I also find the more of these we do the better we get at determining where the real opportunities are vs. the tire kickers who have no real intention of doing business with you. Good post and many valid points here. I work for a small marketing agency myself and am the one who has had to do the most RFPs to date because that is just how I have been able to make connections to get leads for work. However all of those RFPs that I do submit on are ONLY AFTER I am able to have a phone conversation with the company and dig into what their actual needs are, as you said in your post creating a real connection and relationship there. And even then sometimes we don't end up doing the RFP because we just don't think it will be worth it. I also find the more of these we do the better we get at determining where the real opportunities are vs. the tire kickers who have no real intention of doing business with you.

]]> By: Wart Curner http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-337 Wart Curner Fri, 11 Dec 2009 06:24:25 +0000 http://admavericks.com/?p=1456#comment-337 Wow and amen. Lots of great comments. After being in the biz for 30+ years I wish I had saved some of the RFPs we got. Some were hysterically funny without meaning to be. Some wanted to know how many MBAs were on your staff (not sure if they asked that because it was a good thing or a bad thing). Others approached the point of being complete gibberish. I second these emotions. Bury the RFP. It really does not work. Wow and amen. Lots of great comments. After being in the biz for 30+ years I wish I had saved some of the RFPs we got. Some were hysterically funny without meaning to be. Some wanted to know how many MBAs were on your staff (not sure if they asked that because it was a good thing or a bad thing). Others approached the point of being complete gibberish. I second these emotions. Bury the RFP. It really does not work.

]]> By: Claire Celsi http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-336 Claire Celsi Thu, 10 Dec 2009 21:06:29 +0000 http://admavericks.com/?p=1456#comment-336 RFPs suck the life out of agency personnel. On the one hand, you're expected to pull bunnies out of your butt to please the client, but you get yelled at for billing too many hours to RFP prep. The proverbial dog and pony show does wow and impress clients. But is it worth the 50,000 in time put in? Are you prepared to fail? If the answer is no, then don't answer RFPs. RFPs suck the life out of agency personnel. On the one hand, you're expected to pull bunnies out of your butt to please the client, but you get yelled at for billing too many hours to RFP prep.

The proverbial dog and pony show does wow and impress clients. But is it worth the 50,000 in time put in? Are you prepared to fail? If the answer is no, then don't answer RFPs.

]]> By: Craig Maltby http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-335 Craig Maltby Thu, 10 Dec 2009 19:43:45 +0000 http://admavericks.com/?p=1456#comment-335 Good discussion. The ballsiest move I witnessed was when I was on the client side. A NY agency who had done a very good piece of work for me was asked to create a spec proposal for a next-phase project. The agency head told me, "You know our work, and it is good work. Our work and our relationship with you is our proposal. If you need more from us to approve our continuing to work for you, then we don't have the relationship I thought we had. We'd love to continue with you, but we're not going to create a proposal." I had to bow to the guy. He was right. Good discussion. The ballsiest move I witnessed was when I was on the client side. A NY agency who had done a very good piece of work for me was asked to create a spec proposal for a next-phase project. The agency head told me, "You know our work, and it is good work. Our work and our relationship with you is our proposal. If you need more from us to approve our continuing to work for you, then we don't have the relationship I thought we had. We'd love to continue with you, but we're not going to create a proposal." I had to bow to the guy. He was right.

]]> By: Mike Wagner http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-334 Mike Wagner Thu, 10 Dec 2009 18:27:34 +0000 http://admavericks.com/?p=1456#comment-334 Good post, good comments and honest acknowledgement of the weaknesses of RFPs. If you really want to bury RFPs, agencies will need to commit to a sales process that makes the RFP process a liability to any company using the method. I learned that the hard way over time in my first B2B sales position. I also learned it can be done. FYI, Justin Brady tweeted that I should read this post...and he was right! Keep creating...practical surprise, Mike Good post, good comments and honest acknowledgement of the weaknesses of RFPs.

If you really want to bury RFPs, agencies will need to commit to a sales process that makes the RFP process a liability to any company using the method.

I learned that the hard way over time in my first B2B sales position. I also learned it can be done.

FYI, Justin Brady tweeted that I should read this post…and he was right!

Keep creating…practical surprise,
Mike

]]> By: Justin Brady http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-333 Justin Brady Thu, 10 Dec 2009 18:11:43 +0000 http://admavericks.com/?p=1456#comment-333 Here is my 3¢. 1¢ RFPs are tools that are typically used when companies don't care about the quality of work, rather, what it costs them initially. (Of course, there is a good chance it will end of costing them MORE this route) 2¢ RFPs are usually sent by people or companies who are fulfilling a duty, and not passionately pursuing greatness. 3¢ RFPs crush relationships. Business is most productive when done via relationships. Without relationships, clients are not loyal and vendors are not likely to give great service. Seriously do you start new relationships by sending out an RFP entitled: "Who of you will be the best friend for me?"? Here is my 3¢.

1¢ RFPs are tools that are typically used when companies don't care about the quality of work, rather, what it costs them initially. (Of course, there is a good chance it will end of costing them MORE this route)

2¢ RFPs are usually sent by people or companies who are fulfilling a duty, and not passionately pursuing greatness.

3¢ RFPs crush relationships. Business is most productive when done via relationships. Without relationships, clients are not loyal and vendors are not likely to give great service. Seriously do you start new relationships by sending out an RFP entitled: "Who of you will be the best friend for me?"?

]]> By: Devin Range http://www.admavericks.com/2009/12/10/r-f-p-should-r-i-p/#comment-332 Devin Range Thu, 10 Dec 2009 17:54:12 +0000 http://admavericks.com/?p=1456#comment-332 Ben...I don't envy your experience in working in the recruiting game, but do applaud you for getting out. To your point about about being able to pass on RFPs where you don't have a relationship...believe me when I tell you that we kissed a lot of frogs before we realized that our true prince-ss was in the relationships/network we already had established...sorry for the horrible cliche, but it was the only visual I could muster up. The truth is, if you have a strong network of people who know you and your abilities (or your companies'), then you have a stronger core of "leads" than you will ever get from participating in Blanket RFPs...Josh is right...but I would add that regardless of your size...you need to careful how to best utilize your most valuable asset...YOUR TIME! Ben…I don't envy your experience in working in the recruiting game, but do applaud you for getting out.

To your point about about being able to pass on RFPs where you don't have a relationship…believe me when I tell you that we kissed a lot of frogs before we realized that our true prince-ss was in the relationships/network we already had established…sorry for the horrible cliche, but it was the only visual I could muster up. The truth is, if you have a strong network of people who know you and your abilities (or your companies'), then you have a stronger core of "leads" than you will ever get from participating in Blanket RFPs…Josh is right…but I would add that regardless of your size…you need to careful how to best utilize your most valuable asset…YOUR TIME!

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