When considering an RFP from a customer or prospect, one of the first and most basic questions we ask ourselves is, "should we respond?" Traditionally, we have had two choices. We can say "yes" or "no" - we can respond to their RFP or we can "no-bid".

In reality, many of us push ahead - using brute force and following the rules. We are hoping we can just survive long enough to get to the finalist stage, earning the right to present to the decision maker and the decision team. We know that if we can just get an opportunity to make this presentation, our odds will go up dramatically.

Due to the effort involved and the lower than desired close rates on RFPs, many of us are trying to get the commitment to this meeting before we do the RFP response. Some of us go so far as to position the need to get a commitment to this meeting as a condition of our response. This has given us a third option when responding to a prospect about our response. Here's how it might sound:

"Yes, if" - "Yes, we will be responding to the RFP if we can get a presentation scheduled with the decision maker and the decision team. What's the best way to go about scheduling this meeting?"

Or another version

"No, unless" - "No, we will not be responding, unless we are able to schedule a presentation meeting with the decision maker and the decision team. What's the best way to go about setting this meeting up?"

These two versions are similar, but different. Consider the specific person you will be talking to, the nature of the relationship between your companies and the strength of your position as you determine the wording of your request. You'll want to use the right wording with the right person to get this strategy to work. The payoff is huge - our odds go up when we can present our response.