how does one make sure the client does not send out an RFP ? I am assuming once u build the level of trust with the client you make it all single sourced and keep the competition out.

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Some orgs literally have it as part of their policies that contracts have to be openly bid, so in my experience you can't guarantee a sole source deal.

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Having a great relationship is the only way, assuming that procurement policies don’t get in the way like MD1 pointed out.

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Ask. Give them the cost of responding to the rfp as a discount on your project

Generate the need for the work within the company before they realize they need it. Then be the one that explains the challenge the work will solve to the CEO / CFO / Board. That work is 95% of the time yours without an RFP.

That is all built on a foundation of knowing your customer, crazy good relationships, thought leadership and insightful storytelling

You cannot avoid all RFP and force clients to sole source . It’s not binary - there may be policy reasons , or there could be multiple vendors who all have great relationships or it could be undifferentiated work where an RFP helps get the best price .

You have to understand what’s causing the RFP and see if you have a response that convinces the client that there are other better options from you . Relationships help you know whether there is an RFP in the future . Once they go down the path - it’s often too late to change minds .

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