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

4.1 out of 5 stars 8 customer reviews

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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.

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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 0.4 x 9.2 inches
  • Shipping Weight: 8.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #263,193 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

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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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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Format: Paperback
One thing we are noticing with increasing conservatism among buyers is the growth in the use of RFPs. Where previously if a company had not been able to help write an RFP , they could decide not to participate, now an RFP is a given in many more markets large and surprisingly small making ignoring RFPs less of an option. Searcy (The Whale Hunter - good sales book) , has created a short but very important guidebook around RFPs. He starts with how to qualify the RFPs to make sure it is worthwhile for you to pursue it. Then he leads you through every part of the RFP - where to slavishly follow the guidelines and where you can successfully stray. The last section looks at several failed RFP responses and where they fell down, to help you recognize how theory translates into practice. A very good addition to a marketplace that has relied so far on Tom Sant for good material. This is a must buy for every B2B sales person and sales leader.
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Seems to hit the target on how to bid Government opportunities in today's market. Should be used with other books to get a better understanding of the total procurement process--the "Idiot Guides" will work for that
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