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Brian Seipel is a Consultant and the Spend Analysis Practice Lead at Source One, a Corcentric Company. He is focused on helping companies implement innovative solutions for driving revenue and expanding market share through procurement and strategic sourcing best practices.  With a background combining Business Analysis, Information Technology,...

Brian Seipel is a Consultant and the Spend Analysis Practice Lead at Source One, a Corcentric Company. He is focused on helping companies implement innovative solutions for driving revenue and expanding market share through procurement and strategic sourcing best practices.  With a background combining Business Analysis, Information Technology, and Marketing, Seipel played an instrumental role in developing the proprietary spend classification taxonomy and user experience for SpendConsultant. Seipel is also a featured contributor to a number of thought leadership blogs.

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Why Your RFP Responses are Failing

From buyers to suppliers, everyone knows that the Request for Proposal (RFP) process is… less than ideal. At the same time, it is often central to the procurement process, so sales teams everywhere should be prepared to put their best foot forward when responding.

I’ve run plenty of sourcing initiatives that included an RFP and have seen responses range from good to bad to “why on earth would you submit this?” levels of ugly. In this article, I will point out some of the bigger issues I see that keep otherwise best-in-class suppliers from winning the business they bid on.

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