The Importance of Follow-Up
You've given it your best shot. Your proposal offers the facts and data needed by the buyer to make an informed and comparative decision. Now what?
Keep a log of all sales proposals, when they are due and when winners will be announced. Use this log to schedule and track follow-up. Your sales manager should have access to this log and verify that follow-up is being done.
Most RFPs will tell you what's next. In most cases, a date will be set for announcing the decision. Meantime, you may be contacted for clarifications to the proposal. In these contacts, you may get a sense of how your proposal is doing and maybe even how many competitive bids were received. However, most buyers won't share this information until the decision has been announced. Much depends on the process used by procurers and their personal relationship with you. Be cautious what you ask so you don't jeopardize future proposals.
RFPs usually indicate how your company will be notified of the bid award. It may be by mail or e-mail, or you might receive a call from support staff.
In any case, once the bid is awarded, you often can contact one of the decision makers and ask for feedback on the process.
Whether you discover anything useful or not, you have made an effort to continue a positive relationship with the buyer. In addition, sending a thank-you letter can help develop that relationship. But make sure that you don't send any thank-you gifts that could be construed as bribes.
If you are able to ask the buyer for opinions about your proposal, do so. It can be a valuable education that can help you to better prepare — and win — future proposals. Even if yours is the winning bid, follow up with the buyer as appropriate so you can continue your winning streak.
