Request for proposal. Many businesses deal with RFPs, which only have a 10% chance of closing, and those answering the RFPs have no control over this. While auditioning for this position, you have no edge and are already being compared to other options. Price will likely win in these situations.
Take back control. Putting 20 to 30 hours into something that has a 10% chance of happening is not good business. Politely call back. Let them know that you appreciate the RFP. However, before moving forward, you will need an interview with the VP of Sales or human resources development department. To position the correct information you plan to present, let them know what your needs are.
Request what you need. Then, and only then, they will see your value. With some boundaries, you take back control and position your value. While they want to feel in control, it’s not the buyer’s place to draw the line in the sale. More than ever, you must position your value when answering RFPs. Request what you need, get a clearer picture, and your probabilities will increase 10 fold.