An Innovative Six-Step Approach to Writing Your Next Dynamics CRM RFP

Let me begin by saying I hate requests for proposals (RFPs). My company is a Dynamics CRM software and service provider, and I've found that most RFPs not only drain resources, but lead to a disappointing win rate. The problem is that many RFPs are poorly constructed and written, so often my company will decide to "no-bid" such RFPs.

All that being said, a well conceived and written RFP can be a valuable part of your CRM acquisition process. A well done RFP provides you with many benefits, such as:

--A consistent framework for responses, which makes them easier to compare and evaluate.

--A means of communicating with a large number of vendors in a standard format.

--Improved probability of getting the right product and service at the right price.


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About David Lee
Dr. David Lee is president and founder of Vertical Marketing, Inc., a CRM sales and consulting practice incorporated in 1987 with 5 offices world wide. Through VMI he has been involved in more than 1,000 CRM projects ranging in size from single users to thousands of users.
He has experience in all phases of the CRM life cycle including CRM baseline measurement and ROI analysis, sales process design, RFP development, system selection, system design and configuration, custom programming, Data cleaning and import, system integration, training and train-the-trainer, ongoing support, and rescuing faltering CRM projects.
Dr. Lee holds scores of CRM awards and certifications from customers, vendors and training organizations. He is personally certified on 7 CRM systems with separate certifications for specific modules and versions in many cases. He holds additional certifications and awards for countless third party applications. He is a Certified Sales Process Consultant and Certified Trainer.

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