RFI process serves in theory to the company to understand specific capabilities a provider has, so you qualify it to the RFP.<\/p>\n
My point is that when you invite the big logos to an RFI, basically they all have these capabilities (or at least the ability to document that they have it).<\/p>\n
Absolutely!!!<\/p>\n
These big companies sometimes struggle to engage internally and focus on the delivery that is requested.<\/p>\n
Even if the delivery is easy to achieve, a good set of questions with different nature forces the big companies to demonstrate their internal coordination in short period of time.<\/p>\n
To me the ability to convince a customer to procure your services depends on the leader that is assigned to the deal.<\/p>\n
In big companies there are good and bad leaders. The buyer knows it. S\/he also knows that it’s important how committed the whole organization is with respect your needs.<\/p>\n
You as a buyer, do not know if the assigned leader will be one or the other, how focus is the provider to commit with you at all levels.<\/p>\n
that they sometimes fail, and it could be by different reasons, but you as a buyer do not want to spend your time\/resources with a company that has not set the right leadership in front of you.<\/p>\n
An RFI does not tell you who is the best, but enables you in some way to discard who is for sure not engaged with you.<\/p>\n
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