A customers' perception of your business is key to gaining their business.
They expect you to understand their needs and how their business works.
Before responding to the RFP take the opportunity to ask questions which can help you to tailor your approach in your RFP and aid you in discovering the deeper business needs which are laying under the surface of the RFP looking to be discovered.
What Questions should I ask before responding to an RFP?
What are your short-term and long-term goals?
What markets do you currently serve and what markets are you aiming to serve in the future?
Which of your current operations are you pleased with and which are you looking to improve?
Are there any operations which are causing you problems?
Do you currently have solutions to these problems?
Who is your incumbent and are they addressing these problems?
Although your questions may differ from those listed above, taking these open questions as examples can start a conversation between yourself and the customer, setting up an opportunity to develop a relationship, proposing a viable solution and winning business through the RFP.
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