What happens when you receive an RFP (Request-for-Proposal) or RFQ (Request-for-Quote)? If you are like me, your initial reaction is to get excited. It is wonderful to be sought-after, right? My advice: recover from your initial euphoria. Take a long look at what the customer is asking of you. Then be prepared to say No…. [Continue Reading]
10 RFP and RFQ Questions to ask yourself
Are You creating a Sales Funnel Or an RFQ Mill? Part Three
What does creating a sales funnel have to do with aerobic exercise? How many of you exercise? How frequently? Now and then? Or do you have a regular schedule that you keep, say, at least four times a week for at least 30 minutes? Think of how it was when you started your exercise regimen,… [Continue Reading]
Creating a Sales Funnel or an RFQ Mill? Part Two
How does the RFQ play out in creating a sales funnel? Part One of this three-part blog post looked at the importance of PROSPECTING. Although you may dread this aspect, let’s face it: it’s the start of the sales cycle. Prospecting includes enlightening current customers on the value of expanding the scope of services they receive from you. Part Two… [Continue Reading]
Are You creating a Sales Funnel or an RFQ Mill? Part One
What’s your least favorite task? Ah, the dreaded “P” word: PROSPECTING. If you’re in business for yourself or work for small to mid-sized companies, you probably wear multiple hats. You do the engineering but are also responsible for developing new business for your company. Without new business coming in, you might not have all that… [Continue Reading]
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