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RFPs Suck! How to Master the RFP System Once and for All to Win Big Business Paperback – November 11, 2009


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RFPs Suck! How to Master the RFP System Once and for All to Win Big Business + Handbook For Writing Proposals, Second Edition + Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts
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Product Details

  • Paperback: 166 pages
  • Publisher: Channel V Books (November 11, 2009)
  • Language: English
  • ISBN-10: 0982473966
  • ISBN-13: 978-0982473962
  • Product Dimensions: 6.1 x 9.2 x 0.4 inches
  • Shipping Weight: 8.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Best Sellers Rank: #869,969 in Books (See Top 100 in Books)

Editorial Reviews

Review

"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 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" Founder, SellingtoBigCompanies.com

"Tom Searcy provides excellent help to navigate the RFP process. In fact, I used some of his advice in an RFP, and am now in the running for the contract. So his stuff works.

Tom Searcy is one smart guy, folks. If you want to get access to big contracts and clients, you must read this book." --Ian Lurie, Author, "Conversation Marketing: Internet Marketing Strategies"

"If you've had to respond to RFPs--even just one--you know that RFPs do, in fact, suck. Lots of books have titles that don't work well, are misleading or weak, but 'RFPs Suck!' is a title that speaks to the soul of anyone who has fought--and probably lost far more often than won--the RFP system.

'RFPs Suck!' is a short, direct, to-the-point book that wastes little space. Searcy concentrates on laying out, in concise chapters, the guidance you need to become an RFP expert." --Paul McCord, Author, "Creating a Million-Dollar-a-Year Sales Income: Sales Success Through Client Referrals"

"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.

Tom very simply lays out the framework to compete and win the biggest deals of your lifetime. His step-by-step methodology is a must-read for every company Sales VP and should be required reading for every advanced Marketing Degree. It's easy to read, extremely practical, and...actually works.

What adds extra value to this book are the last 5-6 chapters that spell out how a winning RPF scenario works. You get samples. You get scenarios. You get analysis. You get 1-on-1 coaching from the author himself. --Dan Waldschmidt, former technology CEO, partner in private equity technology firm, author of the motivational selling blog "The DEW View"!

About the Author

Tom Searcy, author or "RFPs Suck!" and co-author of "Whale Hunting," is a national speaker, trusted authority on large account sales and founder of Hunt Big Sales, a fast growth sales consultancy and thought leadership organization. Searcy's primary expertise is working directly with companies and sales teams throughout their big sales "hunts," helping them to compete and win disproportionately large sales in highly competitive markets. His philosophy and process have resulted in over $3 billion in new sales for his company and its clients.

Before entering the national stage, Searcy headed four corporations, each of which he was able to take from annual revenues of less than $15 million to over $100 million--all before the age of 40. Since then, Searcy has helped more than 100 companies grow exponentially with his proven process for fast growth and company-wide transformation.

In his newest book RFPs Suck!, Searcy shares his rich understanding of the RFP process with companies across the board to help them conquer the RFP system once and for all to win corporate and government contracts.

Searcy's first book with co-author Barbara Weaver Smith, "Whale Hunting: How to Land Big Deals and Transform Your Company," was published by Wiley in 2008. Searcy's second book, "RFPs Suck! How to Master the RFP System Once and for All to Win Big Business" was published by Channel V Books in 2009.


More About the Author

Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. By the age of 40, Searcy had led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case.

Since then, Searcy founded Hunt Big Sales, a fast-growth consultancy and thought leadership organization. With Searcy's guidance, Hunt Big Sales clients have landed more than $5 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.

Searcy's revolutionary ideas are now more accessible than ever. He is the author of RFPs Suck! How to Master the RFP System Once and for All to Win Big Business and co-author of Whale Hunting: How to Land Big Sales and Transform Your Company. Searcy's newest book co-authored by Henry DeVries, How to Close a Deal Like Warren Buffett: Lessons from the World's Greatest Dealmaker, is being released by McGraw-Hill in November 2012. Searcy writes weekly online columns for Forbes, CBS MoneyWatch and Inc.com, which have a combined monthly readership of 38 million. Searcy's expertise has been quoted in The Wall Street Journal, Financial Times UK, and Inc. Magazine.

Searcy has also established himself as a nationally renowned speaker. He is a regular contributor to the Inc. Magazine conferences, the Inc. 500/500 Conferences, and Vistage International, the leading organization for CEO thought-leadership, where he is ranked in the top 1% of speakers. He's also a member of the Million Dollar Speakers Club for the National Speakers Association. Searcy has spoken to more than 5000 CEOs internationally about explosive growth sales.

Customer Reviews

4.3 out of 5 stars
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Most Helpful Customer Reviews

6 of 7 people found the following review helpful By Dan Waldschmidt on November 23, 2009
Format: Paperback
OK... We all know that winning BIG requires proposing BIG ideas (that cost money). But how do you propose BIG ideas that get buy-in from your customer? How do you win the deal when you have competitors viscously fighting for the the contract?

You start by reading Tom's book...

Tom very simply lays out the framework to compete and win the biggest deals of your lifetime. His step-by-step methodology is a "must read" for every company Sales VP and should be required reading for every advanced Marketing Degree. It's easy to read, extremely practical, and ..... actually works.

What adds extra value to this book are the last 5-6 chapters that spell out how a winning RPF scenario works. You get samples. You get scenarios. You get analysis. You get 1-on-1 coaching from the author himself.

Tom's previous book "Whale Hunters" was a great read. This one is EVEN BETTER!
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2 of 2 people found the following review helpful By Chicquita M. Crawford on April 24, 2013
Format: Paperback Verified Purchase
I did find out more about RFPs. However, I did not really find out how to write one. I find out the purposes and what organizations are looking for. I was wondering why would an organization ask an individual to write one, but did not see anything on that. I received this in a fairly reasonable amount of time and it was in a new condition a stated. The price was good. I had no problem with it or the seller.
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2 of 2 people found the following review helpful By Analytic on January 13, 2013
Format: Paperback Verified Purchase
Really aimed at the beginner. Furthermore, a relatively short concept / outline expanded into a book. Not bad, but you can read it through and get everything you might want to know in about 30 minutes. This reader sent it back because I expected more than a monograph expanded into a book with a lot of promotional hype!
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2 of 2 people found the following review helpful By Chris Spensley on November 19, 2010
Format: Paperback Verified Purchase
This book is a quick and practical reference in a world littered with expensive software and speculative instruction. Searcy gets it right here!!
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