"This is the first book I've seen on this grossly overlooked topic and it's definitely a winner. Smaller firms hoping to land large corporate customers will find the most value, but even sellers from big companies will learn some new tricks.
"In short, you'll discover how to qualify, divide and conquer RFPs that make the most sense for your company." --Jill Konrath, Author, "Selling to Big Companies" and Founder, SellingtoBigCompanies.com
"As a writer of RFPs, I found your well-thought out and documented approach for vendors' consideration to be a great road map. If I was a cheering section, you would hear the roars.
"One of the challenges many consultants (and clients) often encounter is getting longer lead times, for both sides. Time to write and document all the background and requirements, as well as sufficient time for the vendor to prepare their proposal. This, however, is not an excuse for either side to be sloppy or ill-prepared.
"Having said that, it is still amazing to see how many companies' proposals "cut and paste generalizations en mass," use hyperbole throughout, don't justify why they should be selected and don't follow directions.
"I hope that companies take your book seriously enough to better manage if and how they respond to RFPs.
"Thanks for the high-value proposition." --Gloria Kurant, President, KURANT DIRECT INC.
"Tom Searcy provides excellent help to navigate the RFP process. In fact, I used some of his advice in an RFP, and am now in the running for the contract. So his stuff works.
Tom Searcy is one smart guy, folks. If you want to get access to big contracts and clients, you must read this book." --Ian Lurie, Author, "Conversation Marketing: Internet Marketing Strategies"
Tom very simply lays out the framework to compete and win the biggest deals of your lifetime. His step-by-step methodology is a must-read for every company Sales VP and should be required reading for every advanced Marketing Degree. It's easy to read, extremely practical, and...actually works.
What adds extra value to this book are the last 5-6 chapters that spell out how a winning RPF scenario works. You get samples. You get scenarios. You get analysis. You get 1-on-1 coaching from the author himself. --Dan Waldschmidt, former technology CEO, partner in private equity technology firm, author of the motivational selling blog "The DEW View!"
About the Author
Tom Searcy, author or "RFPs Suck!" and co-author of "Whale Hunting," is a national speaker, trusted authority on large account sales and founder of Hunt Big Sales, a fast growth sales consultancy and thought leadership organization. Searcy's primary expertise is working directly with companies and sales teams throughout their big sales "hunts," helping them to compete and win disproportionately large sales in highly competitive markets. His philosophy and process have resulted in over $3 billion in new sales for his company and its clients.
Before entering the national stage, Searcy headed four corporations, each of which he was able to take from annual revenues of less than $15 million to over $100 million--all before the age of 40. Since then, Searcy has helped more than 100 companies grow exponentially with his proven process for fast growth and company-wide transformation.
In his newest book RFPs Suck!, Searcy shares his rich understanding of the RFP process with companies across the board to help them conquer the RFP system once and for all to win corporate and government contracts.
Searcy's first book with co-author Barbara Weaver Smith, "Whale Hunting: How to Land Big Deals and Transform Your Company," was published by Wiley in 2008. Searcy's second book, "RFPs Suck! How to Master the RFP System Once and for All to Win Big Business" was published by Channel V Books in 2009.