A company that provides software for proposal automation ran a survey asking the question, “Who should own the RFP response process in your company?” and posted the findings. Based on the question asked and the functions responding, this survey concluded that the RFP response process should fall under marketing. My comment on that post follows.
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The survey asks, 'Who owns the RFP process within your company'?
I feel the questions asked, and the conclusion drawn, are misleading. I'd also ask, “Who is responding: Sales? Proposal Support? Marketing?”
The question that should be asked is, 'Who SHOULD own the RFP response process in your company.'? And this should be asked of those directly involved in proposal development and of those with experience in proposal development being done efficiently and effectively. I've no doubt that asking the correct question, of the appropriate people, would yield very different responses, and that the conclusion drawn from those responses would differ significantly.
As a fairly seasoned (30+ years) proposal professional, one who has designed developed proposal centers ( around the world) that are recognized for their ability to support winning business and for developing highly effective proposals in an efficient manner, and one who is recognized as a 'thought leader' in the proposal space, I respectful disagree.
I've no doubt that if/when asked where the RFP response process or the proposal support function (PSF) SHOULD report, the majority of proposal professionals would respond with, “Sales Operations.”
It has been my experience that the PSF is best supported and most effective when it reports to and is funded by sales operations. When the PSF reports to marketing or a function other than Sales Operations, it is usually understood, appropriately supported and produces proposals/responses that are less than effective.
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The survey asks, 'Who owns the RFP process within your company'?
I feel the questions asked, and the conclusion drawn, are misleading. I'd also ask, “Who is responding: Sales? Proposal Support? Marketing?”
The question that should be asked is, 'Who SHOULD own the RFP response process in your company.'? And this should be asked of those directly involved in proposal development and of those with experience in proposal development being done efficiently and effectively. I've no doubt that asking the correct question, of the appropriate people, would yield very different responses, and that the conclusion drawn from those responses would differ significantly.
As a fairly seasoned (30+ years) proposal professional, one who has designed developed proposal centers ( around the world) that are recognized for their ability to support winning business and for developing highly effective proposals in an efficient manner, and one who is recognized as a 'thought leader' in the proposal space, I respectful disagree.
I've no doubt that if/when asked where the RFP response process or the proposal support function (PSF) SHOULD report, the majority of proposal professionals would respond with, “Sales Operations.”
It has been my experience that the PSF is best supported and most effective when it reports to and is funded by sales operations. When the PSF reports to marketing or a function other than Sales Operations, it is usually understood, appropriately supported and produces proposals/responses that are less than effective.
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