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business success motivational speakerSales Strategy: Bidding as a Prime Contractor

 

Subject: Sales Strategy, Small Business, Prime Contractor, Request For Quote (RFP), Selling, Decision Making



 

I once had a request for quote (RFQ) that came in for a high-end systems solution for a major cable TV operator in Alaska.  After reviewing the specification we knew we could do about 70% of the requirements.  We weren’t worried about the remaining 30% because we had other vendors who could supply us with the remaining requirements. 

 

There was one small problem though; we weren’t classified as a Small Business by this company’s standard.   This company required that a company have less than 750 employees in order to be classified as a small business.  We were stuck.

 

John, one of the vendors then came up with a relatively simple idea.  John suggested that the bid be submitted under his company name since his business only had 45 people and fell well within the small business category.

 

I didn’t quite get this so I asked John how it would work.  He went on to explain that his company would submit the final RFQ bid as the Prime Contractor and that the remaining business would be sub-contracted to us. 

 

Here are the logistics on how we made this work:

 

1)    We sent John the RFQ

2)    After reviewing the RFQ, we sent John’s company a quote for our products and services.  In other words, as a subcontractor we were submitted a “mini-RFQ” if you will to his company.

 

John would then turn around and add our quote to his overall quote which he would then submit.  I wasn’t sure if this could be done, but nowhere in the contract did it specify that:

 

1)    You couldn’t have multiple contractors bidding and,

2)    That the majority of the work had to be done by the Small Business

 

Let me elaborate on the second item.  If John’s company was going to be the prime contractor with only 30% of the work, my concern was that the bid would be rejected since I ASSUMED that the small business should do the majority of the work. 

 

But again, nowhere in the RFQ was there any statement or clause on what percentage of the work had to be done by the Prime Contractor. 

 

To make a long story short, we went ahead and submitted the RFQ bid but we didn’t win.  Nonetheless, I did learn a valuable sale’s strategy; one I hope you will keep in mind when considering partnering with someone on a bid in the future. 

 

Remember, there’s more than one way to skin an RFQ.

 

Victor


 

Please feel free to forward this article to a friend or colleague.

 

Victor Antonio G., one of America's top business motivational speaker and author of “The LOGIC of Success”.

 

Copyright © 2005 by Victor Antonio G.   All rights reserved.  This article MAY be reproduced in any form or by any means, electronic or mechanical, including photocopying, as long as the author’s name, website and email address are included as part of the article’s body.  All inquiries, including information on electronic licensing, should be directed to Victor Antonio G., www.VictorAntonio.com

 

                                             

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology


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Victor Antonio G.,  Sales Influence   All Rights Reserved 2002-2009,

A business motivational keynote speaker for events and conventions 

Travels from: Atlanta, Georgia   info@SalesInfluence.com

For booking information call: (678) 895-6068

11770 Haynes Bridge Road, Suite 205-501  Alpharetta, GA 30004