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what if you received a request for proposal that very clearly defines what the prospect wants using words taken directly from your competitors website should you shortcut your sales process and mobilize your team to submit a proposal or set up a meeting to qualify the opportunity why qualify because customers tell us that in 80 to 90% of cases rfps are used to Benchmark the pricing and performance of existing suppliers who end up getting the order in any case when you meet them you could uncover new needs and develop their decision criteria around your strengths that way when the time comes to present your proposal youll catch the competitor by surprise because their solution no longer matches the new needs you have created so responding to an RF FP is not as cut and dry as you might think it should be the starting point to engage with the Prospect and Implement your sales process is this always possible no sometimes the buying process is just gone too far before you were invited and
