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Sell Value, Not Price (MP3)
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RFP Triage Checklist
How many companies are on the bid list?
Which companies are on the bid list?
Do they have a preferred contractor?
Have we done business with this company in the past?
What went well/What didn’t go well?
Is the job in our “sweet spot?”
Where’s the job located?
Has the company purchased the land/building?
At what price?
Do they have the budget/access to funds?
What is their pay history?
Who do we know within the company?
How strong are our relationships?
Is there a compelling event taking place?
If so, what is it/When will it take place?
What’s the time frame for the project?
Is this a “one-off” or is there future business available?
Where would this project “fit” in our current workload?
What’s the size of the project?
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