Amazingly, we recently found an article recommending NOT answering a quote request. This would appear to represent perhaps the worst advice in our situation we’ve ever seen! The article appeared in the March 7, 2013, edition of Inc. magazine, and was also featured in a Linkedin group. The title is “Death by RFP: 7 Reasons Not to Respond”.
The first thought in this article is this: “Flattered to be asked to respond to an RFP? You shouldn’t be. Here’s why they’re bad for your business”. Here’s the link, in case you wish to read the article:
https://www.inc.com/john-warrillow/death-by-rfp-seven-reasons-not-to-respond.html
We’d be very interested if anyone agrees with the response recommended in the 7th reason not to respond. We could not disagree more strongly.
Share your thoughts in comments.
Proficient Sourcing provides candidates to buyers seeking manufacturing suppliers for custom parts or assemblies. In most cases the buyer needs a NEW supplier, perhaps due to something new or an existing supplier failure. In these cases the buyer depends upon a responsible response to the inquiry, which is usually a drawing and/or request for quote. Our job is to make this as easy for the buyer as we can, and we do this without cost.
In our case, buyers seeking quotes are often new to us, and also are issuing RFQ’s to others. Therefore, regardless of our recommended shop and its subsequent quote, we do not expect to win all quotes. So how does it help us NOT to bid on work? Allowing a RFQ to die without response would not encourage a buyer to come to us for future needs. How would that behavior help anyone?
Our position is that the shops we work with are to either no-bid a request for quote or answer it. Not only that, but when asked to offer a planned response date. We recognize there are circumstances where our chances of success are low, but if the requested work fits, NOT answering is a guarantee of NOT getting that work.
Here are some situations where a buyer needs a new supplier: A current supplier fails or goes out of business; the need is for something unavailable via the current supplier base, or the company wishes to outsource something heretofore done internally.
Admittedly job shops are more commodities than product sellers in most cases. That’s surely one reason why the article is not a perfect fit. But it’s also the case that every good shop has a sweet spot, and its our job to find that shop for every RFQ we see. In some cases we can suggest multiple candidates. Just ask us!
So while we disagree with advice NOT to answer, the subject begs the question of how to structure the quest for the right supplier so that better results occur. This we will tackle in upcoming newsletters, and we’d welcome any advice on that subject!