As an experienced industry veteran with numerous RFP responses, I have faced my fair share of losses. However, one recent video surveillance RFP for an Ohio school district left me perplexed. The RFP process was chaotic from the start, lacking a comprehensive specification and providing contradictory documentation. During the mandatory walkthrough, discrepancies in the camera counts were raised, but we were advised to proceed with our best design. The main contact admitted their inexperience with RFPs and acknowledged their limited knowledge of camera technology.
During the walkthrough, I inquired about preferred manufacturers and demos. The contact mentioned Verkada and Avigilon but had never heard of Alta. After multiple attempts we eventually managed to schedule a demo of Alta, which went exceptionally well. The contact asked insightful questions, and based on this positive experience, we meticulously redesigned the entire district using the IPVM Calculator. We combined this with a comprehensive RFP response, feeling confident about our chances, or at least securing a design review meeting.
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