RFPs Kill The Best Business Relationships. Don't Play That Game! | Small Business #Marketing Tips

For many businesses, the process of selecting a supplier is determined by a formal selection process called a Request for Proposal, or RFP. On the face of it, selection by RFP would seem to make a lot of sense. You ensure each potential supplier answers the same questions, and in return, you get a clearer idea of features, options, pricing, and business terms. An RFP helps you evaluate each potential solution on its merits, and in comparison to competitive offerings. Except it doesn't. Well, at least not when choosing salespeople, copywriters, keynote speakers, marketing agencies, or indeed any situation where a subjective value component influences the efficacy of the process. Buying determinations are easier when the consideration factors are objective, tangible, and immune from subjective interpretation. But what if some of the selection attributes deemed to have value are difficult to measure, and may be difficult to compare. Sometimes the reasons for choosing one provider over another are far from being purely logical or objective, whether we're talking B2B or B2C. If you're buying an item that can be 100% evaluated from purely rational selection criteria, then an RFP may make sense. But there are many instances where it doesn't. Sometimes integration, personality, or creativity count as much if not more than capabilities, deliverables, or how many days credit you get.