Outsourcing RFQ/RFP Conversion
If you have used an independent Sales Representative, you have already outsourced this process. If not, then you likely know that this is getting those prospects to consider your company for an active business opportunity. In sales lingo, we call this the "Bonding and Rapport" stage. This part of the sales process not only requires expertise in your organization's capabilities and value proposition, but also expertise in selling.
Although it could be considered a "wait and see" part of the sales process, this is the most important part of the process. Without strong, consistent follow-up, your organization's message will not get through. As your customers focus more on lean intitiatives, the demand system becomes more short-fused. What they didn't need yesterday, can become the top demand tomorrow. Successful conversion in this part of the cycle requires that you are there when they need you.
There aren't many outsourcing options for this part of the process. Reporting from this stage is critical. If you outsource this process to your existing independent sales reps, you must work with them on a reporting process that allows you to confirm that the real prospects are being managed and touched consistently.
