The first rule of b2b selling
May 1st, 2008 . by Seth GodinIf it gets to the RFP stage, you lost.
Great business to business marketers (and profitable ones) make the sale long before that happens.
The RFP is an organizational punt, it's a way of saying, "it's all a commodity, we can't decide, cheap guy wins."
The cheap guy, of course, never wins.