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The Right Way to Select Technology by Jarrod Gingras, Tony Byrne

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CHAPTER 11

Images

Keeping It Real with Bidders

Setting Expectations

Answering Questions

Tips

After you have written an RFP and identified a long list of potential suppliers, now you need to issue the document. Here you’re triggering a more formal process, and you’ll want to follow best practices, including obtaining signed NDAs (nondisclosure agreements) and making sure that you don’t favor any individual bidders in your approach. You’ll also want to highlight key deadlines and emphasize their importance.

Use this time to assess how bidders interact with you. How they behave in a sales process may not be a completely accurate barometer of future relations ...

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