Real Secrets of the Top 20%

Real Secrets 036: How To Handle the RFP Process I was having lunch with a client last week and she was telling me about how frustrated she was with a prospect who wasn't calling her back. "But our first meeting went so well," she told me. I asked her what happened, and she told me that she visited with a prospect who currently has four other vendors and was initially resistant to using a fifth. My client persisted, however, developed good rapport, and the prospect said she could submit an RFP on their next job. My client left feeling good about the lead and excited that she had been able to overcome the initial resistance.  She went back to her office, put together her proposal, emailed it to the prospect and began following up. Not surprising to me (and soon to her), she got no response from the prospect. "I can't understand it!" She repeated. I don't know about you, but this whole transaction had Red Flags all over it. To begin with, whenever I hear "RFP Process," a host of questions jump