When responding to an RFP, we have typically had two choices - we can choose to respond or we can choose to "no-bid". Those two options are not enough anymore! We've addressed this topic throughout 2008 where we've shared a number of different ways to push back and change the rules. Here's another...

One strategy we can utilize is the "Compromise Strategy", where we agree to play the game, as long as we get what we want as well. In other words, we will reply to the RFP, as long as we are guaranteed an opportunity to present to the decision maker as a part of the process. There are many different ways to say this, including:

"Thank you for the opportunity to compete for your business. We are excited to compete, but in order for us to put in the time and effort required, we need to have an opportunity to present our response in person to Mr. Smith and the rest of the decision making team. Our response is due on the 15th. Can we make our presentation the week before?"

or

"Thank you for the chance to be engaged in your buying process. We are excited to compete and confident that we can earn your business. We will put the dozens/hundreds of hours needed to give you a quality response. We just need one hour back from you in return, so that we can present our response to your decision making team. When can we make the presentation?"

By taking this approach we are compromising. We are giving them what they want, but in context with what we need. We will give them a response, but not until after we get a chance to present our response to the decision maker and differentiate ourselves from the competition.