Comments on: RIP RFP – Why Startups Should Never Complete A Request For Proposal – Especially One Issued By The Government

By: Why Selling To The Government Can Downgrade Your Startup

Why Selling To The Government Can Downgrade Your Startup — Tue, 15 Nov 2011 15:01:59 +0000

[...] Approved vendors are then required to participate in cumbersome Requests For Proposals. As noted in RIP RFPs, these voluminous documents should generally be avoided by startups, as most young companies do not [...]

By: Startups Should Avoid Dropping Trou

Startups Should Avoid Dropping Trou — Wed, 05 Oct 2011 15:01:32 +0000

[...] it is appalling how often such information is shared with the winners of the RFP. As noted in RIP RFPs, entrepreneurs should generally avoid RFPs because they cannot afford to expend the time and [...]

By: Avoid Getting Grin Screwed By Properly Qualifying Your Prospects

Avoid Getting Grin Screwed By Properly Qualifying Your Prospects — Mon, 13 Jun 2011 20:56:33 +0000

[...] should Go For The No (GFTN) and determine a prospect’s intentions as quickly as possible. One way to know when you [...]

By: A Startup’s Net Profit Score Is More Important Than Its Net Promoter Score | infoChachkie

Thu, 18 Nov 2010 21:28:11 +0000

[...] inquiry, such as, “Will you recommend our company to a colleague or a friend?” Startups should Go For The No and avoid spending extraneous time cultivating lukewarm prospects. A quick “No” is far more [...]

By: UncleSaul

UncleSaul — Mon, 11 May 2009 01:15:56 +0000

Mika,

Good point. I also received feedback from an environmental consulting firm who noted that the Gov’t is their ONLY customer.

Certainly, you must consider the specific markets you serve. However, as you note, you can still be clever regarding the manner in which you select which RFP’s to pursue and how to best position your company.

Thanks for your input.

John

By: -mika-

-mika- — Thu, 07 May 2009 07:46:06 +0000

I think that the advice on RFPs depends on the marketplace. After all, you have to sell what they want and HOW they want it.

In Finland and in other Nordic countries government expenses are over 50% of the GDP. In the software market, this means that most of the demand comes from government + BDCs. To stay in business, you have to comply with RFPs but there is still some room to position yourself. You can target the “departmental” market where rules are less strict than in the “enterprise” market.

The only viable alternative to entering the RFP process is to sell retail SaaS-offering for SMEs.