Winning Consulting Business – RFPs Suck! Book Review

I just got back from Japan and had a chance to read through and review Tom Searcy’s latest book “RFPs Suck: How to Master the RFP System Once and for All to Win Big Business.”

Tom writes from vast experience in this area with over $1.5 Billion in landed RFP and RFQ deals for his clients.

While many small companies are intrinsically at a disadvantage when it comes to winning consulting RFPs, this book helps to level the playing field by giving you the right tools and strategies to land big deals.

The five characteristics of companies that write winning RPFs are covered in detail.
They include:

  1. Strategy
  2. Time efficient/commitment
  3. Imagination/curiosity
  4. Patience
  5. Being realistic

Searcy clearly explains when your company is ready to take on and getting involved in the RFP process and more importantly, gives you the warning signs of when not to take an RFP on.

A Good Laugh
I got a good laugh from the list of The 10 Dumbest RFP Questions companies were asked to answer.

If you’re like most consulting businesses, you’re wondering how to find the good RFPs, there’s a brief chapter packed with links and information to get you started.

There’s also several chapters dedicated to dissecting the RFP and better understanding how to make it work for your company.

In the third section of RFPs Suck you’ll find detailed information on writing the RFP response. From organization and the executive summary, to tips on submitting your RFP.

A Critique of Seven RFPs
Searcy shares some great lessons along the way and finishes off the book by providing seven samples from RFPs and gives his critique and feedback on each.

While the book is fairly short, the author has taken a no fluff approach. You’ll find yourself taking pages of notes as you read along as the book is filled with valuable information and is written in an easy to read no-nonsense manner.

If you’re involved in RFPs or have been considering them to grow your business (as their a great source of big deals) this is a great book and I think you’ll find it extremely useful.

Do get in touch by sending us an email or replying below if you’ve read this book as we’d love to hear your thoughts on it too.

See other reader reviews of the book and check it out on Amazon.com:
RFPs Suck! How to Master the RFP System Once and for All to Win Big Business

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