We Came in NOTHING Again!

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“Unfortunately, we come in nothing more often than anything else.”  This is a direct quote from one of our clients during a win/loss analysis of their pipeline. At first, I laughed ...

For the Love of the RFP!

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The year was 1997. Spice Girls were topping the music charts. Titanic won the Oscar. Bill Clinton was president. The Chicago Bulls were the NBA champs. It was also the year of my first ...

Smart Bidding: Don’t Be Used By Prospects

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Have given a potential client a proposal, only for it to be used by them to negotiate a better rate with your competitors? It is unfortunately a rather common practice, but not something ...

Ten Suggestions for Improving Your RFI/RFP Response Win Rate

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More than a decade ago, when I was working as a recruiting manager, I received an email that changed my life. It was an RFP from our largest client, telling us they had put their entire ...

What Matters Most in an Elimination Round When Selecting Staffing Agencies?

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My daughter is an avid follower of Masterchef Australia. I recently got pulled in to watch a tough elimination round where both semi-finalist contestants dished up outstanding items. ...

Think Before You RFP

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Do you enjoy drafting RFPs? Based on an informal survey I conducted among my acquaintances in the procurement world, the answer was an overwhelming “no.” Why is it, then, that the ...

RFP 101: Are You Asking the Right Questions?

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The RFP (Request for Proposal) process can be arduous. One of the most common mistakes companies make “is not conducting a thorough gap analysis to the current program and utilizing ...

Look Beyond the Markup

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We all know the standard process to follow with an RFP for contingent labor. First you get the team together, and after a supplier selection process you send out an RFP to the suppliers ...

Getting the “Why?” right in an MSP RFP

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Staffing Industry Analysts has provided some great information and tools for thinking about and conducting an RFP process for a managed service provider (MSP). A template for an MSP ...

RFP Evaluations Go Both Ways

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I’m always interested in what others have to say about the staffing industry and what I can learn to make me a better staffing firm owner and ATR International a better staffing provider. ...
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