RFPs are nothing less than a pain, but they're a necessary evil in B2B. If you're going to respond, take the opportunity to build some valuable insights into your responses. They won't win the deal but they can give you a competitive edge that may ultimately influence the outcome in your favor.
Enjoy our October issue and also learn how a broader definition of "the customer" benefits product management, marketing and sales.
John Mansour, Managing Partner
Gaining A Competitive Edge
With More Insightful RFP Responses
When it comes to responding to RFPs that ask yes/no feature questions, take some liberties beyond the yes and no answers to set yourself apart from the competition. By applying a little reverse engineering to the questions, you can craft insightful responses that ultimately give you a competitive edge.
If your answer to this question is, 'What's the difference between a product management discipline and a product management function?' you've highlighted the reason I'm raising this question in the first place.
I've seen more than my share of highly successful organizations with strong product management disciplines, but their product management functions weren't exactly case study material for the Harvard Business Review.
To most product companies, customer is synonymous with user. If your ultimate goal is to deliver more valuable solutions, that definition may be too narrow.
A more strategic view of your customers that encompasses the broader organization is more beneficial. That broader perspective makes it easier to recognize needs that are more critical to their success from the top down.
That's what separates the Proficientz Framework from all other product management frameworks. We make it easier to get a big-picture strategic view of your customers and deliver, market and sell solutions that satisfy more critical needs.
Contact us if your product teams are working in silos, priorities are constantly changing, new products aren't meeting expectations and your positioning is fragmented by product.