Try this next time you submit an RFP; the day past the deadline, re-submit a few of the questions the client was unwilling to answer at the beginning of the process. (Better yet, get them on the phone for an informal chat.) After all, the deadline has passed… changes can no longer be made. Everything is in, right?! You might be surprised at what you can find out. And this is valuable information that will help you re-qualify the opportunity, find out where you really stand, and adjust as needed.
Once you’re told you have made the cut, this is also another opportunity to ask more questions. After all, you have invested time and money in the response. They will now have had a chance to understand what that means. And they, too, have invested more resources against the search.
What kinds of questions should you be asking? Well, let’s save that for another post!