We are currently pitching a prospective client in Austin.
We know their space quite well and I think we are an ideal candidate to handle their business.
Unfortunately, they are issuing an RFP to six firms so we can all bid on getting the contract.
I don't mind competing for new business. And I don't really mind
RFP's. What I do mind, however, is an RFP that doesn't ask the right
questions.
To the candidate client to be, some friendly advise:
1. We are all going to tell you the same thing. We have industry experience and your account team is ideally suited with over 5,000 (not a misprint) years of expertise.
2. We'll show you case study after case study on how we helped this client do this and this client do that. The reality is that whatever we did for this or that client was appropriate for that client, and may not be appropriate for you.
3. Please don't ask about the "branding question." Branding is like air. It's such an open issue and subject to so many different opinions.
4. Don't ask us if we have "the right contacts." Yes, we
are well connected, but that is not why you should hire us, or any
other firm. The reality is that there are so many journalists,
analysts, bloggers and thought leaders that it is impossible to keep
track with everyone who you think should cover your company.
Even if we don't know anyone in your space, that's fine. We are not
bashful to reach out to the media, the blogosphere, or industry
analysts who should know about you- assuming that we have a great and
compelling story to tell.
And BTW, if we do "have the right contact," we are not going to approach them unless we have something compelling for them. That's why we have "the right contact(s)."
5. If you have a budget, tell us. There are certain things we can do for you at certain price points. If you don't have a budget, we can certainly give you price ranges. If you have the budget to do these things, please be honest and tell us.
Photo by Alan Weinkrantz (c) 2005
