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  • #5508442
    RFP follow-up
    Aug 17, 2021

    Hi Guys

    I have a question regarding RFPs.

    It happens very often that, after submitting a proposal, the decision process takes extremely long.
    How would you follow up with the decision makers without putting too much pressure on them?
    I tried to follow up twice, asking if they were interested in demos or calls to get to know the team, but the answer I get is that they are running late because of summer holidays and they will get back to me soon.

    What are your thoughts?

    David Kavanagh
    Aug 17, 2021
    David Kavanagh Aug 17, 2021

    Hi Ester

    Timescales for demos, shortlisting etc should be published in the tender document but timings invariably slip.

    One key thing that we lose sight of in the excitement of being invited to bid is that the vendor decision has sometimes already been taken. If you get an unsolicited bid, or a bid that you didn’t help put together, do nothing with it until the decision makers or steeering committee agree to a meeting so that you can qualify the opportunity . If they say ‘no’, you know what to do with the document.

    Best of luck!

    Michael Stone
    Aug 18, 2021
    Michael Stone Aug 18, 2021

    You need to have both a reason to follow up with your decision makers and agreement that you will follow up.

    The second part is important because it sets the expectation that you will email/call once every two weeks to see how things are going. This should be agreed at the beginning of the RFP process.

    Also “getting back to you soon” is an objection. You should follow up with “Amazing. When are you thinking for the follow up so I can make sure it’s in the diary”.

    Aug 19, 2021
    ESTER GENTILE Aug 19, 2021

    Hi Kav, thanks for sharing your thoughts! The opportunity is very good, I had a first meeting with the guy from the Procurement at the very beginning, but I don’t know how to move things forward… we went through all the steps of the process, so I know that we’ve been at least shortlisted, but nothing more since…

    Aug 19, 2021
    ESTER GENTILE Aug 19, 2021

    Hi Michael, good point! Will do that in the future, didn’t think about it before!

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