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Rfps Suck! How to Master the RFP System Once and for All to Win Big Business Hardcover – 1 Sep 2009


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Review

"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.

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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 4.5 out of 5 stars 20 reviews
11 of 11 people found the following review helpful
5.0 out of 5 stars If you can't stand RFPs, but live in a world with them, this book is for you 10 Sept. 2009
By Joe Pulizzi - Published on Amazon.com
Format: Hardcover
I have always detested RFPs. They are a big waste of time, talent and resources. But, unfortunately, they are a part of the business world we live in. Two things. First, if you are a responder to RFPs, this book will help you manage the game so that the rules are tipped in your favor. Second, if you create RFPs (you know who you are), then read this book and get a clue on how you can develop an RFP that is not an eternal pit of confusion.

Good book...well worth the time (unlike RFPs).

Joe Pulizzi
Co-author, Get Content Get Customers
9 of 10 people found the following review helpful
5.0 out of 5 stars Searcy Shares Super-Selling Secrets! 10 Sept. 2009
By Dan Waldschmidt - Published on Amazon.com
Format: Hardcover Verified Purchase
OK... We all know that winning BIG requires proposing BIG ideas (that cost money). But how do you propose BIG ideas that get buy-in from your customer? How do you win the deal when you have competitors viscously fighting for the the contract?

You start by reading Tom's book...

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.

Tom's previous book "Whale Hunters" was a great read. This one is EVEN BETTER!
5 of 5 people found the following review helpful
5.0 out of 5 stars Refreshing Brilliance! 18 Sept. 2009
By Richard H. Drennen - Published on Amazon.com
Format: Hardcover
Tom and his staff were instrumental in helping us secure a $50 million contract recently, so I was sold on the contents of this book before I even cracked its cover. But as I read through it, I was taken by the fact that there wasn't a lot of wasted fluff like we often find in business books. You don't have to weed through page after page to get to the meat of the matter...how refreshing.

The very first page is evidence of this. As with anything that Tom puts his considerable energies into, RFPs Suck! is a masterpiece for anyone who wants to take their pursuit of business to the next level. RFPs take so much time, creative energy and money. It is a blessing to have the definitive textbook on how to respond to them in our arsenal. This book will definitely be a comparative advantage that we fully intend to exploit!

Richard H. Drennen
President
Superior Mechanical, Inc.
Birmingham, AL
5 of 5 people found the following review helpful
5.0 out of 5 stars Who Knew RFPs Could be Entertaining?? 10 Sept. 2009
By Dr. Thomas Hill - Published on Amazon.com
Format: Hardcover
"RFPs Suck!" was informative and entertaining. (Seriously, who knew RFPs could be entertaining?) Absolutely anyone who is involved in the RFP process--no matter how big or small their company--should buy, read and scribble notes all over this book. I've already passed it along to several colleagues and will continue sharing it with clients. Great stuff!
4 of 4 people found the following review helpful
5.0 out of 5 stars Like the Rosetta Stone for RFPs 9 Sept. 2009
By K. R. Fleming - Published on Amazon.com
Format: Hardcover
It's hard to say exactly how many aha! moments I had while reading this book, but suffice it to say, there were a lot of them! I picked up this book because my company has often felt frustrated by the RFP process--so often it felt like we'd just spent hours to give a bigger, wealthier, more resource-rich company some free consulting that they could easily have paid for. And, well, in some of those cases, it seems pretty clear that that's exactly what happened. But in other cases, it's now really clear to me that we didn't present ourselves to our best effect, in a way that bigger companies could really relate to, understand, and feel comfortable committing to working with.

RFPs Suck! shed so much light on the process, and made me understand that when done right, it's not just casting about in the dark. You really can read all kinds of clues that tell you when to run in the other direction and when you should commit your team to creating a really great proposal. Searcy also has good examples of where responding companies go wrong, and it was helpful to see the traps that we all fall into--I think most often because we are busy worrying about ourselves and selling ourselves that we forget how much the process is really about the company looking to hire.

Truly, this is one of those examples where the smartest ideas are the most straightforward ones--I constantly found myself saying, So true!, or, Of course, why didn't I think of that?! My copy already has notes in every chapter, and my company is putting the ideas to work in the RFP we are working on right now. Thank you, thank you!!
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