An RFP arrives containing dozens of items, multiple quantities, and enough potential revenue to make your eyes widen.
Naturally, you begin pricing.
But should you?
Preparing that proposal could consume hours from Sales, Purchasing, Estimating, and Production. Before making that investment, ask a few uncomfortable questions:
- Why were we invited?
- Do we have a relationship with the buyer?
- Do we understand how the vendor will be selected?
- Is the customer genuinely considering a change—or gathering numbers to pressure the incumbent?
- What are our actual chances of winning?
An opportunity is not automatically qualified simply because someone asks you to quote.
Sometimes the smartest response is, “No, thank you.”
That does not mean slamming the door. Explain that the work fits your capabilities, but you cannot justify involving several people without first understanding the opportunity. Ask for a conversation before committing to the pricing exercise.
A thoughtful refusal might accomplish more than another obedient submission. It separates you from the stack of vendors willing to provide free estimating and creates a chance to discuss fit, expectations, and the customer’s real objectives.
Could this approach offend someone? Absolutely.
But spending days preparing a proposal you were never going to win should offend you, too.
RFPs can represent terrific opportunities. They can also represent enormous distractions.
Before calculating the price, calculate the odds.
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This blog is based on a true story. The rep said no thank you. The client said, “Huh?” They ended up meeting and decided it was a bad fit. This is the kind of knowledge you’ll find inside The Sales Vault. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036 for more information.
