{"id":5251,"date":"2025-10-24T10:41:32","date_gmt":"2025-10-24T08:41:32","guid":{"rendered":"https:\/\/www.solutionsellers.be\/?p=5251"},"modified":"2025-10-24T10:44:02","modified_gmt":"2025-10-24T08:44:02","slug":"kan-je-een-rfp-winnen","status":"publish","type":"post","link":"https:\/\/www.solutionsellers.be\/nl\/blog\/algemeen\/kan-je-een-rfp-winnen\/","title":{"rendered":"Kan je een RFP winnen?"},"content":{"rendered":"

Een totnogtoe nog vrij onbekend bedrijf bezorgt je out-of-the-blue een gedetailleerde Request For Proposal (RFP) voor een software oplossing. Waar in het aankoopproces bevindt dat bedrijf zich (zie blog hierover<\/a>).<\/p>\n

Een nipte meerderheid tijdens een poll deelde mijn mening hierover, zijnde “einde”<\/em>. Anderen meenden toch wel dat het bedrijf wel degelijk in het \u201c\ud835\ude2e\ud835\ude2a\ud835\ude25\ud835\ude25\ud835\ude26\ud835\ude2f\u201d van hun aankoopproces is. Ik begrijp deze mensen wel, want waar eindigt trouwens \u201c\ud835\ude2e\ud835\ude2a\ud835\ude25\ud835\ude25\ud835\ude26\ud835\ude2f\u201d en begint \u201c\ud835\ude26\ud835\ude2a\ud835\ude2f\ud835\ude25\ud835\ude26\u201d? \ud83d\ude09<\/p>\n

Ik heb doorheen mijn carri\u00e8re zelf heel wat RFP\u2019s beantwoord en IT sales teams hierbij geholpen. Wat ik telkens cruciaal vind bij de kwalificatie van een RFP zijn deze drie kernvragen:<\/p>\n

1\ufe0f\u20e3 In hoeverre benadert het bedrijf je ideaal klantenprofiel (zie blog hierover<\/a>)?
\n2\ufe0f\u20e3 Kun je leveren wat gevraagd wordt?
\n3\ufe0f\u20e3 \ud835\uddde\ud835\uddee\ud835\uddfb \ud835\uddf7\ud835\uddf2 \ud835\uddf1\ud835\uddf2 \ud835\udde5\ud835\uddd9\ud835\udde3 \ud835\ude04\ud835\uddf6\ud835\uddfb\ud835\uddfb\ud835\uddf2\ud835\uddfb?<\/p>\n

Ik hoor dat nog steeds teveel sales professionals bij een positief antwoord op vraag 2 al meteen aan de slag gaan met hun offerte. Het opstellen van een offerte voor een (enterprise) software oplossing is vaak een intensief proces, waarbij meerdere mensen betrokken zijn en dus voor je bedrijf een pak geld kost. Daarom is vraag 3 de belangrijkste. Je denkt misschien: “\ud835\ude1e\ud835\ude2a\ud835\ude2f\ud835\ude2f\ud835\ude26\ud835\ude2f \ud835\ude2c\ud835\ude22\ud835\ude2f \ud835\ude2b\ud835\ude26 \ud835\ude2f\ud835\ude30\ud835\ude30\ud835\ude2a\ud835\ude35 \ud835\udfe3\ud835\udfe2\ud835\udfe2% \ud835\ude3b\ud835\ude26\ud835\ude2c\ud835\ude26\ud835\ude33 \ud835\ude37\ud835\ude30\ud835\ude30\ud835\ude33\ud835\ude22\ud835\ude27 \ud835\ude38\ud835\ude26\ud835\ude35\ud835\ude26\ud835\ude2f.” Klopt. Maar je kan w\u00e9l leren herkennen wanneer je nauwelijks kans maakt.<\/p>\n

Stel jezelf deze vragen v\u00f3\u00f3r je je offerteteam inschakelt:<\/p>\n

    \n
  1. Is het bedrijf al klant? Hoe is de relatie?<\/li>\n
  2. Kent de DMU (Decision Making Unit) jouw sterktes?<\/li>\n
  3. \ud835\uddde\ud835\uddff\ud835\uddf6\ud835\uddf7\ud835\uddf4 \ud835\uddf7\ud835\uddf2 \ud835\ude01\ud835\uddfc\ud835\uddf2\ud835\uddf4\ud835\uddee\ud835\uddfb\ud835\uddf4 \ud835\ude01\ud835\uddfc\ud835\ude01 \ud835\uddf1\ud835\uddf2 \ud835\uddd7\ud835\udde0\ud835\udde8 \ud835\uddfc\ud835\uddfa \ud835\uddf5\ud835\ude02\ud835\uddfb \ud835\uddf2\ud835\uddf0\ud835\uddf5\ud835\ude01\ud835\uddf2 \ud835\uddfb\ud835\uddfc\ud835\uddf1\ud835\uddf2\ud835\uddfb \ud835\ude01\ud835\uddf2 \ud835\uddef\ud835\uddf2\ud835\ude00\ud835\uddfd\ud835\uddff\ud835\uddf2\ud835\uddf8\ud835\uddf2\ud835\uddfb \ud835\uddf2\ud835\uddfb \ud835\ude03\ud835\uddfc\ud835\uddfc\ud835\uddff\ud835\uddee\ud835\uddf9 \ud835\ude04\ud835\uddee\ud835\uddee\ud835\uddff\ud835\uddfc\ud835\uddfa?<\/li>\n<\/ol>\n

    Soms wil een prospect\/klant met een kanon een mug doden, of omgekeerd, met een 2PK’tje de 24u van Zolder winnen. Zoals in deze blog<\/a> al gemeld is de inhoud dikwijls be\u00efnvloed door een andere partij. Slaag jij erin om via dat gesprek de RFP-vereisten aan te passen naar wat ze \u00e9cht nodig hebben, waarbij je echt relevant bent voor hen? Je hebt op die manier de DMU even terug getrokken naar het \u201c\ud835\ude2e\ud835\ude2a\ud835\ude25\ud835\ude25\ud835\ude26\ud835\ude2f\u201d of zelfs \u201c\ud835\ude23\ud835\ude26\ud835\ude28\ud835\ude2a\ud835\ude2f\u201d van hun aankoopproces en terug naar het \u201c\ud835\ude26\ud835\ude2a\ud835\ude2f\ud835\ude25\ud835\ude26\u201d. Wanneer je als extra ook de evaluatiecriteria over de ontvangen offertes hebt be\u00efnvloed, \ud835\uddf1\ud835\uddee\ud835\uddfb \ud835\ude00\ud835\ude01\ud835\uddf6\ud835\uddf7\ud835\uddf4\ud835\ude01 \ud835\uddf7\ud835\uddf2 \ud835\uddf8\ud835\uddee\ud835\uddfb\ud835\ude00 \ud835\uddfc\ud835\uddfd \ud835\uddf1\ud835\uddf2 \ud835\udde5\ud835\uddd9\ud835\udde3 \ud835\ude04\ud835\uddf6\ud835\uddfb\ud835\ude00\ud835\ude01 \ud835\uddf2\ud835\ude05\ud835\uddfd\ud835\uddfc\ud835\uddfb\ud835\uddf2\ud835\uddfb\ud835\ude01\ud835\uddf6\ud835\uddf2\ud835\uddf2\ud835\uddf9.<\/p>\n

    Houdt de DMU daarentegen de boot af en gaan ze niet in op je vraag om elkaar te spreken? Dan is dat een belangrijk niet te negeren signaal.<\/p>\n","protected":false},"excerpt":{"rendered":"

    Een totnogtoe nog vrij onbekend bedrijf bezorgt je out-of-the-blue een gedetailleerde Request For Proposal (RFP) voor een software oplossing. Waar in het aankoopproces bevindt dat bedrijf zich (zie blog hierover). Een nipte meerderheid tijdens een poll deelde mijn mening hierover, zijnde “einde”. Anderen meenden toch wel dat het bedrijf wel degelijk in het \u201c\ud835\ude2e\ud835\ude2a\ud835\ude25\ud835\ude25\ud835\ude26\ud835\ude2f\u201d van […]<\/p>\n","protected":false},"author":3,"featured_media":5252,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-5251","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-algemeen"],"acf":[],"yoast_head":"\nKan je een RFP winnen? - Solution Sellers<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.solutionsellers.be\/nl\/blog\/algemeen\/kan-je-een-rfp-winnen\/\" \/>\n<meta property=\"og:locale\" content=\"nl_NL\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Kan je een RFP winnen? - Solution Sellers\" \/>\n<meta property=\"og:description\" content=\"Een totnogtoe nog vrij onbekend bedrijf bezorgt je out-of-the-blue een gedetailleerde Request For Proposal (RFP) voor een software oplossing. 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