Q RFPs AND RFQs: THE BIDDING PROCESS 235 only about being able to sell your products and services at a full price, but also about being able to do so in an effective manner. When I say being effective, I mean embracing a sales process that does not waste time. Writing the RFP Gives You the Upper Hand ``If you didn't write the RFP, your competitor did.'' I like this phrase. It is something all salespeople need to keep in mind when first determining if they should even respond to an RFP or similar bid. Many times the customer already has a vendor in mind when it releases a bid. If the goal is to maximize profit with a customer who does business through bids, then naturally your objective is to be the one who gets to help write the RFP. And if you've followed all the advice as recom- mended in the preceding chapters, you will be in a much bet- ter position than most salespeople to be able to help write the RFP or bidding document. When you are able to at least influence what goes into an RFP, you have the ability to ensure that what you do best is included among the performance requirements. I am not advocating you should work to make the bid document so one-sided that the customer is not getting what it needs out of it. Not only is that bad business, it also is unethical. What I do encourage is that you make sure the document highlights the customer's critical needs. Then, if you have done your homework with the customer, you will understand better than any other vendor how to deal with the customer's critical needs. American Managememt Association · www.amanet.org