An Innovative Six-Step Approach to Writing Your Next Dynamics CRM RFP

Let me begin by saying I hate requests for proposals (RFPs). My company is a Dynamics CRM software and service provider, and I've found that most RFPs not only drain resources, but lead to a disappointing win rate. The problem is that many RFPs are poorly constructed and written, so often my company will decide to "no-bid" such RFPs.

All that being said, a well conceived and written RFP can be a valuable part of your CRM acquisition process. A well done RFP provides you with many benefits, such as:

--A consistent framework for responses, which makes them easier to compare and evaluate.

--A means of communicating with a large number of vendors in a standard format.

--Improved probability of getting the right product and service at the right price.

--Better insights into the CRM implementation process from the point of view of various vendors.

Having said that, there are also downsides. These include:

--It takes a lot of work to write a good RFP. It may not be worth the time and expense for a small project.

--A poorly written RFP could make things even more confusing.

--You will need to formally answer vendor questions and evaluate responses, which could add to your acquisition costs.

--You may lose out on your best options. Responding to RFPs is expensive for vendors. Your ideal provider (especially if it is a low-cost system with low margins) may elect not to respond.

So how can you make effective use of an RFP? Here is a six-point approach:

1. Decide if an RFP is appropriate. Since CRM systems, if properly used, will go to the very heart of your customer and prospect relationships and affect the health of your entire...