Sales Tips from the World's Toughest Customers

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Intuit: Riff on the RFP

"People should think about responding creatively, not only to the requirements in an RFP but also providing other ideas," says Larry Wood, Intuit's director of sourcing. "Several years ago, I did an RFP for a hardware bundle comprising five components. We were interviewing suppliers for each of the components when one of them took a chance and said, 'You don't know anything about this market. Let me step up. I can buy these other components and bundle it for you.' That was amazing. I have to admit that I see very few companies do that."