Time to Listen: 27 min. 25 sec.
Note: There was a small audio glitch that makes it sound like Cal occasionally “talks over me.” In reality, he didn’t do this. Pardon the stereotype, but Cal is a gracious and friendly Canadian. He doesn’t talk while others are talking 😉 –David Lecours
Full Disclosure: My motivation to have Cal Harrison of Beyond Referrals as a guest is purely selfish. My clients (A/E/C firms) complain about the inefficiencies of the RFP process. Yet when they solicit a branding or digital marketing agency like ours, they send out an RFP. I want to help them stop this cycle of abuse. Is there a better alternative to the price-based RFP? Cal answers this, and much more, in this episode. –David Lecours
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Mentioned in This Episode 117: Beyond the RFP
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What’s wrong with price-based Requests for Proposals (RFPs)
- Should we wage a holy war against the RFP and be morally right, but financially bankrupt?
- How can we encourage Qualifications Based Selection (QBS) over price-based RPPs?
- What are some Go / No-Go questions to ask when considering an RFP?
- Red flags to look out for in RFPs
- Elements of a well-considered and well-written RFP
- Don’t highlight levels of service, people, and process in your proposal
- What’s wrong with referrals?
Resources Mentioned
- Cal Harrison’s TEDx Talk, Five Billion Reasons to Change the RFP
- Cal Harrison’s book, Buying Professional Services: replacing the price-based RFP with QBS
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