No Shot At Winning Big Jobs Found After RFP Is Released?

I got into a debate with a local integrator on this point: If the first time you learn about a project is only after an RFP is made public, you're essentially wasting your time working up a response.

Our debate centered around three points:

1) Integrators/Dealers/Manufacturers need to be involved in the RFP planning stage, or else someone else will be and steer the specs towards a competitor.

2) Despite the appearance of being a 'fair purchasing method', the bid process is fraught with collusion wherever it is used, and the customer is much more likely to chose a familiar face than an unknown - no matter the quoted price.

3) If you learn of a big project only after it is made public, you've lost the initiative to foster influence or credibility with the customer who is focused on buying, not designing.

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************

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********* *'* ***** *** **** *** ** ** *** ** and **...

*********** * **********,

****** **** *** ** *** ****** ** **:

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**

* - ****** ******* ** ***** *** ******* ** * favored ********** *** *** *** *** **** *** *********, *** you *** *** *** ******** ** **** *** **** ** "a ***** ******".

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******* ** **** ****** *** *** *** ** *******.

**** ********** **** *** ******* ** ******* ****** **** ******* and *** *** ***** ****** ****** ** ******* ******** *** docs ** * ******** ************* ********* ********* *** **************. ** an ********** *** *** ********** ********* ****** *** ************ *** model ****** *** *** ******* **** **** ******* * ******* will ****** ***** *** *** ********** ** **** ******* *********. Follow *** ****, *********. *** **** ** ** ****** *** spec ** ******* ** ***** ** *********.

********* ** *** ********** *** ****** *** ****, **** ***** hold ****.

******* **** **** *** *** ******* **** *** ****** **** defined *** **** *** *** *** ********** ***** **** *** solution.

***, ** **** *** *** ***** "***** *** ******* ******* us" ****, *** *** ***** **** ******* ** ********** ****** of **** *** ******** *** *** ** * ******* ********** rate. ** ******* ** ***** *** *******/********** ** ** ***** life ***** *** ***** *****. *** ****** ** **** ***** wins ******* ****** ** ********* ******** *** **** ********** ******** as * ******, ***** **** ****** *** ******** **** **** specified.

********** **** *** **** ** ******* ** **** ** *** more **********.

*'** **** ** *** **** **** ****** ***** ** **** you **** ******* *** **** ******* ***** ******** *************.