Say What You Think

RFP Strategies

Blair Enns shares strategies for sidestepping the conventional RFP process while still securing contracts. He suggests employing the "three stars and a wish" approach, which involves acknowledging the client's effort and expressing interest in the project, followed by a gentle suggestion to have discussed the project before the RFP was created. This method allows for a pause, creating an opportunity for the client to reconsider their approach 1.

I only wish that we'd been able to have a conversation before you put all the work in the RFP, because we don't typically respond to rfps.

--- Blair Enns

This approach not only respects the client's work but also positions the firm as a thoughtful and strategic partner.

   

Client Reactions

Understanding client responses to RFP strategies is crucial for success. Blair emphasizes the importance of reading the client's reaction to the "three stars and a wish" approach, noting that responses can vary widely. Some clients may appreciate the honesty and engage further, while others might decide to move on, providing valuable insights into how they perceive the firm's value 1.

The client will say, there's a spectrum of responses to that, and this is for another podcast, but one could be, okay, we'll see you later.

--- Blair Enns

This feedback helps firms refine their approach and better understand their positioning in the market.