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.

--Better insights into the CRM implementation process from the point of view of various vendors.

Having said that, there are also downsides. These include:

--It takes a lot of work to write a good RFP. It may not be worth the time and expense for a small project.

--A poorly written RFP could make things even more confusing.

--You will need to formally answer vendor questions and evaluate responses, which could add to your acquisition costs.

--You may lose out on your best options. Responding to RFPs is expensive for vendors. Your ideal provider (especially if it is a low-cost system with low margins) may elect not to respond.

So how can you make effective use of an RFP? Here is a six-point approach:

1. Decide if an RFP is appropriate. Since CRM systems, if properly used, will go to the ...