RFP need to die

[colonel5]

Over at ideasonideas.com they wrote an article on how we should be avoiding RFP's (request for proposals). They reference the cons for both the designers and the company's side and make some good points.

If someone is contacting you for a job it should be because of a good reference, they like your work, etc., not because they're contacting a dozen design companies to get the lowest bid.

I know over the past 6 months I have wasted probably at least a dozen or so hours putting together proposals for companies that have yet to pull the trigger and hire me or have ended up going a different direction all together. Since I work inhouse full-time it's only a minor annoyance. I can only imagine how irritating it must be for people who freelance for a living or work at/own a design firm.

Click here to read the article. (http://www.ideasonideas.com/2007/11/rfp-rip/)

[Ovaltine]

On the other hand, I did just call around town to find the cheapest place to get a physical (because I don't have healthcare).

I know it's not quite the same. But I call around for estimates on a lot of things before committing what small resources I have.

Are they requesting actual work to be done? Or just asking for quotes?

Sounds like you're doing spec work type things, I would never ask someone for that, nor will I do it. I'll show them things I've done in the past relative to their interests and give them a range on pricing though.

[PrintDriver]

And how do you get your printing done, Hmmmm?????

All I can say about RFPs is, and I say it often, if the job isn't potentially worth the time you put into doing an RFP or RFQ, don't do it.

But you can be successful at RFPs if you have a firm grasp of your company's skills, your competition's skills, and your budget. Budget a certain amount of your overhead to RFPs. Just make sure you are getting a return on investment.

If you don't know who your competition is (and sometimes you don't) is the job of a certain caliber that will draw competition from below or above where you are in the pool at any given moment?

There are some cases where the higher up you are in the food chain the more likely your work will consist of some percentage of RFQs. You can't rely on reputation alone. If you think so, you are dreaming.

There is a wide world of design out there. Not just one bloggers view.

The business I am in, and the designers' that hire us, is driven almost entirely by RFP/RFQ.

[Broacher]

Here in Canada at least, you can deduct the expense of your RFP work from your taxes, but ONLY if you're an architect, or... I can't remember what the other profession was.

Doesn't seem quite fair, does it?

[jlknauff]

RFPs are only justified when the project is large enough and the client knows their goals. When they come to us saying "I don't know anything about this, so just send me a price list fromt he top to the bottom tailored specifically to my business" we walk away quickly. If they have no idea what they need or what their budget is, they don't have the business savy to get to the point of being able to move forward with a project.

[Broacher]

A top agency in Canada (rethink) has this to say about speculative creative on their website:

>>Question #9
Speculative creative reviews are the best way to choose an agency
partner.


Our philosophy

In our former lives at a big multinational agency, we spent up to half
our time working on speculative creative pitches to prospective clients.
After awhile, we started to notice something - after we won the account
almost none of the spec creative we did ever got produced. The reason is
simple: Spec creative is done without knowing the client's business,
without knowing the client's customers, without enough time and without
any input from the client. It seemed like a crazy system - especially
since it stole so much attention from our current, paying accounts.
Luckily, more and more clients started to realize the same thing.
Speculative creative pitches are being replaced with credentials
presentations. We meet, we talk about your problems, and we show you how
we've solved similar problems in the past. It's a much better system.<<

This is a very realistic approach to the issue, I think. You can't do the same quality of work on spec as you can when you're 'in'. And it DOES detract from the other paying clients who don't request it (who indirectly pay for others though), and really-- it's all about communicating your credentials. That's what portfolios are all about, right?

And that bit about none of the spec ever getting produced. That's right on too.

[urstwile]

Speculative creative pitches are being replaced with credentials
presentations. We meet, we talk about your problems, and we show you how
we've solved similar problems in the past. It's a much better system.

This is how the ad agency that I work for approaches RFP's, and always has.

[PrintDriver]

We live in different universes, you and I.

There is more to the design world than any one particular blogger's self-limited view of it. Creating a blanket statement that all RFPs are bad is much the same as saying all design contests are bad. They aren't.

Exhibit graphic design is all about custom work. You can't rely on past approaches. Most of the work is awarded in much the same fashion as architectural work. Through a design proposal. You need to show the client your vision of how you will realize his goal based on the information given to you by the client (which is usually a very thorough, multi-page exhibit intent document).

Most RFPs are prequalified, ie so many years in the industry, so many similar-sized jobs completed, or so many people who can be committed to the project, etc. But some are open to any design firm. I once worked with a 2-person design firm who had been awarded the graphic design package for an entire science museum based on their proposal submitted to a <gasp> open competition RFP. The contract awarded them three full years of work on a several-hundred-thousand-dollar contract.

When is an RFP worth it? When you have a good chance of getting the work. As I said above, know your capabilities, know your competition, and know your budget.

Footnote: for more on open design competitions do a search for Memorial Design Competitions and see what you come up with before you argue with me. Most exhibits and memorials have an educational element rather than a 'make money' element. Also most exhibits and memorials are far more timeless than the here and now trends. You need to show that you are beyond trends and that you can appeal across age or cultural boundaries - or focus on specific ones - in a manner that will last 5-10 years for exhibits, and indefinitely for memorials. There are these items, and more to consider, before you hit me with the No!Spec link. :)