"No, no, we won't have to do an RFP," the buyer says.
You walk out of the meeting, relieved. In fact, everyone is relieved because, let's face it, everyone hates responding to RFPs.
But then, a few weeks down the line, your champion calls.
"Really sorry. Just heard from our head of procurement. They're forcing us to do a competitive RFP."
This happens again, and again, and again, in sales teams across the world.
To the untrained eye, it's a simple inconvenience you just have to deal with. Bad luck, right?
Wrong!
It was always going to happen. If you're selling high-value deals, mission-critical infrastructure, or dealing with a regulated business, RFPs are nearly compulsory.
Delusions of avoiding RFPs are one of the biggest strategic fuck-ups sellers make. Because when an RFP process starts (and it will), something happens to your relationship with your buyer.
It becomes arm's length.
Suddenly there's a set of rules everyone needs to follow.
Very rigid.
You're not allowed to speak to stakeholders without permission.
They're trying to create a level playing field for all the vendors, free of bias so the decision is completely impartial.
Good for their procurement compliance, bad for you.
You don't want a level playing field.
You want every unfair advantage you can get your hands on.
Which means the start of the RFP process also marks the end of your window to stack the deck in your favour.
That's why fooling yourself about the chances of avoiding an RFP is a major mistake.
It stops you racing against the clock to get your ducks in a row, giving you a false belief that time is on your side.
It's not.
There's a checklist of things you need locked down before the clock runs out.
1. Champion: Make sure you have a rock-solid champion in place who can sell on your behalf behind closed doors. You won't win without one!
2. Evidence: You want to have a successful PoC done BEFORE the RFP, so the advantage is unique to you.
3. Exec Alignment: If you can, get your founder / exec in a room with the Ultimate Decision Maker. They can make assurances that would sound empty coming from you.
4. Requirements / Business Case: Get eyes on the business case and requirements for the project. Don't wait till the day the RFP is released to find out whether your company's terminology made it into their document.
So, the next time your prospect tells you they won't need to do an RFP, don't believe them. Because as a salesperson, you should know better.
It's coming, like it or not, and you're on the RFP clock.
Tick-tock.