IPVMU Certified | 03/15/14 05:55pm
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.
Here's a poll, please vote: