Last month (Break the Rules, January 2008) we talked about having the courage and conviction to break the rules. Here is a specific example to consider:

How can we circumvent the demand of an RFP that we follow a certain process? What do we say when an evaluator tells us to fill out the RFP response and mail/email it in by the 15th of next month?

One thing we can do is say "No". Okay, that sounds pretty harsh, or stupid. Let's try it a different way.

We can ask for a different process. We can say something like:

Thanks for the opportunity to be involved in your process. I am excited to prepare my response, but I would like to request an opportunity to present my findings instead of mail them in. What would be a good time for me to present to the decision team?

Does that sound too soft? How about this?

Thanks for the opportunity. I am excited to be involved and will provide you with an excellent response. I just have one challenge. Given my role within my company, I am not allowed to simply send in my response. I have to present my response face to face with the decision team. What is the appropriate timing for this presentation?

How about one last variation on this theme?

Thanks for the opportunity to be involved in your process. I am excited to respond and my team will invest the many hours necessary to give you what you need. In exchange for this, we are asking for just one hour back from you. We'd like one hour with the decision team to present our response. What is the right timing for this presentation meeting?

What's the worst thing that can happen? What if they still refuse, and tell you that you should just mail in your response? You haven't lost anything. Now you have a clearer view of your likelihood of success and can act accordingly.