If you’re a small business answering RFPs: Read this tip!

I’ve had the privilege to consult and speak with small businesses that participate in RFPs and too many of you are wasting time answering RFPs because your approach is: ‘we’re just as good as everyone else but cheaper’.

This approach means you’ve given up on finding, communicating and educating decision-makers on how your business is different from another. And would like price to be the selection criteria.

In case you haven’t discovered this yet, price is not the place to compete. I promise you that there is someone out there willing to go out of business faster than you.

The key is to understand if you’re answering RFPs and you do not have a significant technical competitive advantage or an asset (service-related metrics, patents, trademarks, measurable expertise, service methodology, capacity level, etc.) that others don’t have, then you’re in the lowest price business.

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