One of the most annoying RFP rules that any of us encounter is the restriction on the research we can do as we prepare our response. We see RFPs that tell us:

"You are not allowed to make contact with anyone during this response period. If you have any questions, email them to the RFP administrator and we will choose whether or not we will answer them. If we choose to answer them, we will send our response to all of the competitors. Anyone found breaking this rule will be eliminated from consideration".

Why do they do this? To maintain integrity? To prevent us from differentiating ourselves? To make sure we are as commoditized as possible? To keep the playing field level?

As we all know, there is no such thing as a level playing field! In fact, it's up to us to make sure that the playing field isn't level. We're in it to win it, and in order to put our best foot forward, we need to differentiate ourselves. For many of us, the key to differentiating ourselves is doing the right kind of research, which we leverage in our RFP responses and presentations. We simply can't follow this rule and put our best foot forward.

As soon as we hear the "No Research Rule" we should break it. Get out to the internet and get the data. Really read it, and learn more about the company than your competitors know. Then, dive into your network and find someone outside the decision process to call on. Even people who don't work for the company, but know it well, can be great sources of information and insight. Neighbors, friends, friends of neighbors, fellow salespeople... many options are open. Remember, no one has the right to restrict your access to people in your own network.