In many sales situations, there is no RFP.You are working with a client who has expressed interest,and you have uncovered a need as part of your sales process.The client agrees that it's worth looking at in detail,requesting that you address it in a proactive proposal.This is actually a better situation for you,because you now have the opportunity to offer an unsolicited proposal without facing any direct competition.But you still need to probe that situation carefully to make sure you understand its implications and consequences fully.
In fact,one of the most frequent mistakes salespeople make in a proactive situation,one where there is no formal RFP to define the customer need,is to confuse the solution they are offering with the customer's need.I work with a large company,developing the basic outline for a proposal for treasury services with the account team.As part of that process,we were answering the seven questions to make sure we were client centered.
When I asked them,"What is the client's need or problem?"the senior account executive said, "Well,they need real-time verification of credit cards on their Web site."
"so if they can process credit cards online,they'll be happy?"I asked.
"Right."
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