"This is the first book I've seen on this grossly overlooked topic and it's definitely a winner. Smaller firms hoping to land large corporate customers will find the most value, but even sellers from big companies will learn some new tricks.
"In short, you'll discover how to qualify, divide and conquer RFPs that make the most sense for your company." --Jill Konrath, Author, "Selling to Big Companies" and Founder, SellingtoBigCompanies.com
"This book is a serious keeper. No fluff. No B.S. It's stuffed (as in every pixel on every page) with pointers, recommendations, checklists and whatever else you may need to logically and objectively decide whether to respond to an RFP and, more importantly, how to respond to it.
"If you receive only a single, unsolicited RFP in your career, you need this book to guide you in deciding how to respond to it." --Dave Stein, CEO & Founder, ES Research Group, Inc.
"An RFP can be a wonderful opportunity or a destructive waste of company resources. If you get involved with an RFP, make sure you are in it to win and you know what you are doing. RFPs Suck! will help you navigate the RFP world and give you the ammunition to make the best choices (from the start) to grow your business." --Joe Pulizzi, Co-Author, "Get Content. Get Customers." Founder, Junta42
"As a writer of RFPs, I found your well-thought out and documented approach for vendors' consideration to be a great road map. If I was a cheering section, you would hear the roars.
"One of the challenges many consultants (and clients) often encounter is getting longer lead times, for both sides. Time to write and document all the background and requirements, as well as sufficient time for the vendor to prepare their proposal. This, however, is not an excuse for either side to be sloppy or ill-prepared.
"Having said that, it is still amazing to see how many companies' proposals "cut and paste generalizations en mass," use hyperbole throughout, don't justify why they should be selected and don't follow directions.
"I hope that companies take your book seriously enough to better manage if and how they respond to RFPs.
"Thanks for the high-value proposition." --Gloria Kurant, President, KURANT DIRECT INC.
"Tom Searcy's 'RFPs Suck!' embodies the same enlightened wisdom and insight responsible for helping our company land a project in excess of $50 million. Working with Tom over the years has been one of the more stimulating and rewarding experiences of my professional life. I have come to regard Tom as a close personal friend and can't wait to engage him again." --Richard H. Drennen, President, Superior Mechanical, Inc.
From the Author
When my marketing team told me that I should write an e-book on RFPs and offer it to readers for free on my website, I thought they were out of their minds. But thousands of downloads and seemingly hundreds of "Thank You" notes later, I realized that the demand for this type of material was strong and growing. And so I've expanded what was once limited material into what I like to think of as the ultimate guide to conquering RFPs--whether government, private or public--by adding several additional winning techniques and a number of sample RFP responses (with critiques). I also did my due diligence by surveying my audience about the mysteries and troubles they've encountered in their RFP traumas experiences and addressed them here.
Thanks go to Wynola Richards for her tireless work on this project. To Carajane Moore for handling the many things that could have easily interfered with the undertaking of a new book. To Richard Drennen for his innovative approach to the world of RFPs. To Dan Kemper's critical eye and nimble mind. To Dave Stein for his continual support and for contributing the foreword to this book. To Jack Burns for always being the voice of reason, balance and practical application. And last but not least, thanks to my publishing team at Channel V Books. You are all a huge thorn in my side, which is precisely why we work so well together.