Prep for a Buyer Inquisition –Dana

A printer writes, “Margie,
 we’re about to meet a team of nine buyers for the first time. We responded to their request for an RFP, and today we found out that we made the final four of prospective print partners. What advice can you give us?”

“Bravo!” was my initial response. I had a good idea how much work went into responding to an RFP for a major financial institution. This printer and his colleagues answered close to 100 questions—and they evidently impressed the company enough to get them short-listed.