{"id":5298,"date":"2026-02-24T23:19:07","date_gmt":"2026-02-24T21:19:07","guid":{"rendered":"https:\/\/www.solutionsellers.be\/?p=5298"},"modified":"2026-02-24T23:38:44","modified_gmt":"2026-02-24T21:38:44","slug":"durf-nee-te-zeggen-tegen-rfps","status":"publish","type":"post","link":"https:\/\/www.solutionsellers.be\/nl\/blog\/algemeen\/durf-nee-te-zeggen-tegen-rfps\/","title":{"rendered":"\ud835\udc03\ud835\udc2e\ud835\udc2b\ud835\udc1f \u201c\ud835\udc27\ud835\udc1e\ud835\udc1e\u201d \ud835\udc2d\ud835\udc1e \ud835\udc33\ud835\udc1e\ud835\udc20\ud835\udc20\ud835\udc1e\ud835\udc27 \ud835\udc2d\ud835\udc1e\ud835\udc20\ud835\udc1e\ud835\udc27 \ud835\udc1e\ud835\udc1e\ud835\udc27 \ud835\udc11\ud835\udc05\ud835\udc0f"},"content":{"rendered":"

Klinkt tegenstrijdig? Toch is het \u00e9\u00e9n van de krachtigste strategie\u00ebn die ik in het verleden zelf heb toegepast \u00e9n geadviseerd.<\/p>\n

\u201cKan je de RFP winnen?\u201d. Dat was vraag 3 in mijn vorige blog over hoe je best een gedetailleerde out-of-the-blue ontvangen RFP (dis)kwalificeert. Lees het hier<\/a>. Belangrijke factor is of je toegang tot de DMU (Decision Making Unit) krijgt om hun echte noden te bespreken en vooral het antwoord krijgt op \u201cwaarom\u201d.<\/p>\n

Houdt de DMU de boot af en gaan ze niet in op je vraag om elkaar te spreken? Dan is dat een belangrijk signaal.<\/p>\n

\ud83d\udea9 \ud835\udc06\ud835\udc2b\ud835\udc28\ud835\udc2d\ud835\udc1e \ud835\udc2b\ud835\udc28\ud835\udc1d\ud835\udc1e \ud835\udc2f\ud835\udc25\ud835\udc1a\ud835\udc20<\/p>\n

Zonder dialoog begrijp je hun echte noden en doelstellingen niet. En dus ook geen kans om relevant \u00e9n differenti\u00ebrend hun RFP kritisch te bespreken, laat staan hun initi\u00eble visie van een oplossing en hun beslissingscriteria te be\u00efnvloeden.<\/p>\n

In zo\u2019n geval stuur ik dit:<\/p>\n

\u201cMijn dank voor uw interesse in ons bedrijf en uw RFP die u me bezorgde. Wij hebben totnogtoe een sterke reputatie opgebouwd in onze markt. Kwaliteitsvolle oplossingen opleveren starten bij ons steeds met een goed en volledig begrip over uw vraag, alsook hetgeen u hiermee wenst te bereiken. Dit vormt de basis om een voor u best passende oplossing uit te werken. Als resultaat van het zorgvuldig lezen van uw RFP hebben nog meerdere vragen die we graag met Mr\/Mevr X wensen te bespreken. We vinden het echter bijzonder spijtig dat dit niet mogelijk is alvorens te evalueren of wij echt de geschikte partner voor u kunnen zijn. Daarom moet ik u melden dat we niet kunnen ingaan op uw vraag om een offerte voor te bereiden op basis van uw ons bezorgde RFP. Nogmaals mijn dank voor uw interesse in ons bedrijf en ik wens u veel succes met het kiezen van de juiste partner.\u201d<\/em><\/p>\n

Ik heb dit reeds meermaals toegepast. De reactie leert je veel over je initi\u00eble slaagkans. Op dat moment kan je 4 mogelijke reacties verwachten:<\/p>\n

    \n
  1. Stilte<\/li>\n
  2. Mijn dank om ons te informeren dat u geen offerte zult voorbereiden.<\/li>\n
  3. Mijn dank voor uw reactie. We staan er echter op dat uw bedrijf ons een offerte bezorgt, want jullie lijken ons een zeer waardevolle partner.<\/li>\n
  4. De DMU nodigt je alsnog uit voor een gesprek.<\/li>\n<\/ol>\n

    1 en 2 heb ik in het verleden reeds enkele keren mogen meemaken en ik was eerlijk gezegd opgelucht. Want dit betekende vooral dat ik toch geen kans maakte. Die uitgespaarde tijd kon ik gebruiken om proactief te prospecteren.<\/p>\n

    Reactie 3 heb ik in het verleden meermaals gekregen. Ik herinner me nog een ERP dossier waarbij ik met sterke argumenten van de program manager langs de klantenzijde werd overtuigd om (zonder een gesprek met de DMU) tientallen mandagen te investeren in de opbouw van hun offerte, inclusief workshops en referentiebezoeken. Resultaat? Enkele maanden later bleken we dan toch de beste 2de<\/sup> te zijn. Dit was zeer frustrerend en achteraf gezien toch wel leerrijk. Later, bij gelijkaardige situaties, kwam ik telkens weer terug op mijn vraag om de DMU te kunnen spreken opdat we op basis daarvan konden evalueren of we echt wel de beste fit waren. En dan kreeg ik ofwel nog steeds een \u201cnee\u201d op die vraag ofwel antwoord 4: data voor een gesprek met de DMU. Toen begon ik het werken met een RFP nog wel leuk te vinden.<\/p>\n

    Investeer je sales tijd zo verstandig mogelijk.<\/p>\n

    \ud835\udc03\ud835\udc2e\ud835\udc2b\ud835\udc1f <\/strong>\ud835\udc2d\ud835\udc1e <\/strong>\ud835\udc1d\ud835\udc22\ud835\udc2c\ud835\udc24\ud835\udc30\ud835\udc1a\ud835\udc25\ud835\udc22\ud835\udc1f\ud835\udc22\ud835\udc1c\ud835\udc1e\ud835\udc2b\ud835\udc1e\ud835\udc27. <\/strong>Zeker wanneer je pipeline onder druk staat, voelt dat contra-intu\u00eftief. Maar het is vaak de slimste zet.<\/p>\n","protected":false},"excerpt":{"rendered":"

    Klinkt tegenstrijdig? Toch is het \u00e9\u00e9n van de krachtigste strategie\u00ebn die ik in het verleden zelf heb toegepast \u00e9n geadviseerd. \u201cKan je de RFP winnen?\u201d. Dat was vraag 3 in mijn vorige blog over hoe je best een gedetailleerde out-of-the-blue ontvangen RFP (dis)kwalificeert. Lees het hier. Belangrijke factor is of je toegang tot de DMU […]<\/p>\n","protected":false},"author":3,"featured_media":5299,"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-5298","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-algemeen"],"acf":[],"yoast_head":"\n\ud835\udc03\ud835\udc2e\ud835\udc2b\ud835\udc1f \u201c\ud835\udc27\ud835\udc1e\ud835\udc1e\u201d \ud835\udc2d\ud835\udc1e \ud835\udc33\ud835\udc1e\ud835\udc20\ud835\udc20\ud835\udc1e\ud835\udc27 \ud835\udc2d\ud835\udc1e\ud835\udc20\ud835\udc1e\ud835\udc27 \ud835\udc1e\ud835\udc1e\ud835\udc27 \ud835\udc11\ud835\udc05\ud835\udc0f - Solution Sellers<\/title>\n<meta name=\"description\" content=\"\ud835\udc03\ud835\udc2e\ud835\udc2b\ud835\udc1f \u201c\ud835\udc27\ud835\udc1e\ud835\udc1e\u201d \ud835\udc2d\ud835\udc1e 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