Big Winner

I recently posted a book review of “RFPs Suck!” by Tom Searcy, whose processes led his company and clients to nearly $3 billion in sales. Here’s the review:

Tom Searcy’s processes resulted in nearly $3 billion in sales for his company and clients. With results like that, it’s important to listen to what he has to say. His new book “RFPs Suck!” tackles the RFP and RFQ system and the most important issues to keep in mind when examining and responding to RFPs.

The book is made up of five sections:
I. Qualify the RFP – This part includes characteristics of winning RFP responses, signs of readiness to respond, and knowing when to avoid a RFP

II. Understand the RFP – This section discusses putting together the right team to compose your response, dealing with open meetings, easing the pain of buyers, understanding buyers’ criteria, using the language of big prospects, framing and gaining leverage

III. Write the RFP Response – An overview and step-by-step guide to the form and function of incredibly effective responses

IV. Evaluate the RFP Response – Understanding the psychology of potential RFP reviewers

V. Sample RFP Responses with Analyses – This section includes excellent examples of RFP responses along with the author’s suggestions based on his experiences

This book is very detailed, but also straightforward and easy to understand.