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have you ever thought about using RFPs to grow your consulting business it's Michael diversity from consulting success comm and I got a question originally from a consultant wondering what is the best practices to use RFPs the leverage RFPs to grow their consulting business and my response was I can't help you and I can't help you because we don't go through RFP processes I'm not a fan of RFPs I think that they waste a lot of time and ultimately you spend time trying to create a document for someone who you haven't in most cases actually had the opportunity to sit down and have a conversation with now that being said if you are in an industry where there's a lot of RFPs there's great resources out there that can help you a book by Tom Searcy called RFP suck is a fantastic book about RFPs but let me offer you how we approach RFPs and how we've counseled many consulting client to to handle the opportunities that present them around RFPs so when you have a buyer that reaches out and you see you feel this is an ideal client and they're saying yeah we're going to be going through an RFP process can you please submit a bid so on so on so on the first thing you should do them is say listen we don't do RFPs we're very focused on on engaging closely and partnering with our clients to help them to a tree to achieve real success and so what I would suggest is that you can go through your RFP process and if you still haven't found the the right organization if you still would like to have a conversation after you've gone to the RFP process I'd be more than happy to go through that to have that conversation with you and what we've seen with many clients who have used that type of language is that in fact the buyer will go through the RFP process but they'll still be wondering in their mind you know how does this compare to this other consultant or this other firm who said that they don't do RFPs and why don't you know there's some differentiation there there they're clearly unique they have a lot of confidence and so in most cases what happens is the buyer ends up contacting the say hey we want through the RFP process there's we're still kind of thinking but what's the best here can we have a conversation and then you go in and you have a conversation about their current situation you dig deep into the true value and the problem the cost of it of them staying where they are and the opportunities for them and if you're truly great at what you do and you can provide real value what you will find is that most buyers will be very receptive and in fact will say okay let's let's do this right you don't need to go through the arcing process we've done that we've kind of looked at what's out there but clearly what you are offering in terms of the product the service to support the level of engagement the partnering aspect the results you've been able to create for others and so on is it's convincing for us it's compelling for us and so we'd like to engage with you and so we've seen many clients who have been faced with the RF with option for an RFP say no to it with full confidence letting the buyer know we're happy to have that conversation once you've gone through the RFP process if you like the buyer then comes back from said yes okay we've gone through the process we still would like to have that conversation with you and then they end up winning them the business without having to go through the RFP process why is that so beneficial it's beneficial because you then don't need to spend a whole bunch of time filling out you know documents and trying to make your case essentially an RFP is like trying to win business through a piece of paper where you don't even have the ability to engage with the ultimate buyers and really hear about what they want so you might hear about what one person wants or what's written in the you know in the request for proposal but you don't actually get to hear or speak with the ultimate decision makers and that's what is it necessary in almost all situations to to truly have a buyer and a peer-to-peer relationship right it's sitting down with the decision makers or with those who really influence the decision and asking the questions I can help you truly identify the value that they care about so you can communicate it so you can ensure that you're providing them with a significant return on investment helping them to get what they want and doing it in a way that provides significant and you know the right level of compensation for you so that's how I would suggest you approach rfp's but if you're really looking to RFP after RFP after RFP then there's other great resources out there that could help you with that you