With RFPs, Sharing Is Caring

Last week, I talked about the value of tracking RFPs as an unconventional source of big data. Sure, there’s nothing overly exciting about RFPs, but in our industry they’re a big part of the sales process. And you’re going to start seeing a lot more of them as we enter “RFP season,” which kicks off now and lasts through September. This article isn’t for those poor souls who will be burning the midnight oil to construct elaborate proposals under tight deadlines. This is for the authors of the RFPs. So here’s a bit of advice from veterans in the field: if you want the best information from your bidders, you must be willing to give them the best information you have. Transparency is key. And sharing is caring.

Quid Pro Quo

“If I help you, Clarice, it will be turns with us too. Quid pro quo. I tell you things, you tell me things… Quid pro quo. Yes or no?” -- Hannibal Lecter

What does this quote, taken in the very confined context of a scene from “Silence of the Lambs,” have to do with staffing RFPs? Well, the relationship between a serial killer and a fledgling FBI agent sometimes seems less dysfunctional, more productive, and more honest than many RFPs.

Let me break this bizarre analogy down. Here, Doctor Lecter represents the vendor. Agent Starling plays the role of the organization issuing the RFP. See, this is Starling’s case, tasked to her by superiors in the agency. They recognize her potential to evolve and succeed -- to climb their ladder. They have faith that she can procure the expert resources that will allow the agency to deliver on its commitments. And she holds most of the cards here; it’s her case to lose. However, the doctor possesses something Starling really needs: expertise, insight, and the ability to guide her down the winning path. It’s his only trump card.

If Starling’s not willing to be honest with him and share, he has no reason to reciprocate. He’s not going anywhere. If the young agent walks away, she stands to lose more than Doctor Lecter’s attention.

Whether you’re a hiring manager seeking an MSP or an MSP scouting for the best suppliers, your RFP was issued to address a pressing business need. Those pain points torment you, not the vendor -- just as Clarice Starling’s imperative to locate and capture a dangerous predator have little bearing on Hannibal Lecter. He’ll respond only because he believes he can improve his own situation by helping her. She possesses scant leverage with which to influence him, other than to make a case for mutual cooperation that’s compelling enough to gain his participation and invest in her cause. And in order to help, Doctor Lecter has simply asked her to share information.

Transparency Matters

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