书目

Rfps Suck! How to Master the RFP System Once and for All to Win Big Business

内容简介

ItusedtobethatyoucouldignoreRFPs.Onlyasmallportionofthemarketusedthemintheirbuyingprocessandyoucouldworkaroundthosecompanies.Today，governancerulesdictatedbyboardsandadministeredbyfinancehavemadeRFPsandRFQsadominatingcomponentofthelarge-dealworld.Notonlycanyounolongerignorethem，butyouneedtoknowthatcompaniesuseRFPs-andincreasinglypurchasingandprocurement-formanyreasonsthathavelittletodowiththeopportunityofferedintheofficialdocument.Theresult?Weallhavenochoicebuttogothroughtheexpensiveandtime-consumingprocess.Andthoughyoumightliketobelievethesystemisfair，ifyourcompanyispitchingadisproportionatelylargerclient，you'reatadisadvantagefromthemomentyoubegintheprocess.WHY?BecausetheRFPsystemisnotbuiltforyou.It'sbuiltforbigcompaniesandgovernmentinstitutionsthatbenefitfromRFPs.Butnomatterhowhardyoutrytoavoidthem，therewillinevitablycomeadaywhenthatirresistibleRFPlandsonyourdesk.It'salmostlikeitwaswrittenforyou.Thisbookisyourbestguideonwhattoknow，toquestionandtodowhenfacedwiththatRFP.Itwillalsohelpyoudeveloptheconfidenceandunderstandingtoknowwhentoquittheprocessbeforeitevenstartsorwhentostayinitandwinbig.

作者简介

JenniferPalushasmanagedboththequalitativeandquantitativeaspectsofmarketingprogramsformorethantwodecades.Hercareerspansavarietyofindustries,includingretail,wholesaledistribution,consumergoods,financialservices,andconsulting.Herspecificareasofexpertiseincludestrategicplanning,trendanalysis,datamanagement,businessintelligence,andmarketingcommunications.SheholdsaBachelorofSciencedegreeinMarketingfromIndianaUniversity'sKellySchoolofBusiness;shegraduatedwithhighestdistinction.

—  END  —