Being OK with coming in second in a RFP competition may seem a rather odd sentiment from someone who makes a living writing successful RFPs for clients. But consider this: in RFP competitions, there are some times when you know the odds are stacked against you. Perhaps there's a long-serving incumbent, or you don't have all of the stated requirements, or your solution is more innovative than the client is willing to accept. But does this mean you don't submit? That's a question your business strategists can best answer depending on your unique circumstances. In our experience, we've seen a bid lost because the RFP issuer didn't have the budget or resources at the time of submission to proceed with the most innovative solution that was presented to them. But our client persevered and won the next competition when the RFP issuer's circumstances changed. In many ways, RFPs are marketing tools for your company. They showcase your capabilities, experience, and knowledge. It is always good business to show clients what you can do. You are very good at the services you provide, and giving up should never be an option.
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