RFPs Don't Drive Government Sales.


Manage episode 281970162 series 2848528
By Rick Wimberly. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

Some people believe the key to success in government selling is responding to lots of bids, RFPs, solicitations, etc. In this episode of Myths of Selling to Government, we debunk that idea. We tell the story of one client with an 80% record of winning RFPs and another with an 80% record of losing them. The 80% winner has figured out that, in order to win an RFP, you need to have established a relationship prior to the solicitation. It's not as easy as it may seem, but it's the focus of this and many other episodes of our podcast on government sales and government business development.

23 episodes