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I generally focus on question that reveal the why behind various elements of the RFP: biz drivers, past context, marketing priorities. Even from the Q&A, I want to be positioning myself/us as a thought partner. At the end, I’ll round out with any more logistical or tactical questions that are more about execution and less about context.
Thank you
I do discovery before anything gets official. At that point it's a conversation. I'm just understanding, at its core, what they want. Not deliverables or numbers or anything, but the high level vision.
The kickoff is when it gets technical and at that point I have like 6 pages and 90 minutes of questions for them.