So how can a Tip in the theme of "Breaking the Rules" be titled "Follow all the Rules"? Because sometimes a great strategy is to follow all the rules and play the game as well as you can.

When might this be a good strategy?

Here are a couple of factors to consider:


is there an incumbent?
are you the incumbent?
did you write the bid specs?
did you influence the bid specs?
did you help create the buying process?
did you have an opportunity to lay some traps for your competitors in the specs and the process?
do you have strong coaching?
do you have access to the decision maker?


If the answer to some of these questions is yes, then it may make sense to follow the rules. This is especially true in a situation where you have been guaranteed a finalist presentation if you just play the game. Just make sure that the guarantee comes from a reliable source.

Here's a scenario where this could be the case. An executive you've worked with in the past moves to another company. He calls you and tells you that he wants to do the same good work together that you've done before. Then he tells you, "We're going to work together. I just need you to help me out by helping me build some consensus. Play the game and I will make sure you get your shot.

Even if this is the situation, be careful how you reply to the RFP. Give them some, most or all of the information they request, but make sure you do it in a way that sets you apart and lets you position your value. Do your research, understand your value, build your coach relationships and differentiate yourself through your customer focused presentations.