- Invite potential clients to rounds of golf and free drinks
- Hire junior sales members on commission only to make cold calls
- Throw elaborate holiday parties with open bars
- Sponsor networking events for large Chambers of Commerce
- Place advertising in major industry journals, newspapers, and tv stations is major markets
- Call people out of our rolodex
- Hire connected sales people to call people out of their rolodex
- Develop fancy marketing material, interactive advertisements, and holiday Flash games
- Reserve a corporate suite at SXSW
Don't even consider it.
If you get a RFP in the mail your best course of action is to set up a mail filter to immediately delete it or return it to the sender with a note that you're not interested. Don't think twice about this decision, let alone write gripes on your blog decrying the whole RFP process. With such better sales strategies and techniques at your disposal, RFPs are for suckers; let the suckers waste their time and efforts on them while you're finishing the back-9 with a potential client.
For everyone else I recommend reading "RFPs Suck!" by Tom Searcy.