Very few pre-sales organizations like RFPs. A recent internal study by a big software company over in Europe showed that a single geography lost 11 million euros over the course of a two year period by responding to RFPs. Most SE's feel that RFPs are a waste of time, rarely qualified, and that most salesreps have never met a RFP they didn't want to respond to.

What's the answer? Put a RFP policy and process in place - otherwise you will be doomed to a never-ending stream of RFPs hitting your inbox. Try scoring the RFPs with regard to likelihood of success and track each RFP by account, product, salesrep and any other way which makes sense. Develop a process to politely turn down RFPs outside of your sweet spot, instead of falling victim to "we have to respond, they are a strategic customer". Build a "favorable" RFP you can give to friendly customers who are building a RFP.

And above all - make the salesperson responsible for the executive summary, company information, pricing, plus the ultimate packaging and delivery to the customer. Everyone needs some skin in the game.

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