RFP Builder
What makes buying software so challenging?
VENDORS
- —No industry pricing guides exposed
- —Organizations and individuals who do not purchase software frequently
- —Training on negotiation tactics
- —Objection handling training
COMPANIES
- —Limited time to build an RFP
- —Understanding market pricing
- —Negotiation and contracting experience
Best in class purchasing always starts with a great Request for Proposal.
As previous sales representatives, mid-level managers and sales leaders, here are the most dreaded phrases a vendor can hear:
“We are requiring an RFP.”
“We are inviting multiple vendors to participate.”
“All communication must go through purchasing.”
Top reasons why RFPs are not utilized
Extremely time consuming
It takes detailed knowledge
Where and when do we start?
Value of the RFP builder
- •Guided questions to build a custom electronic RFP
- •Formal RFP sent to vendors — including vendors you had not considered
- •Scoring mechanism for vendor replies