You may not like this method.
On the surface it appears risky, even arrogant; but when used right it can turn the odds in your favour.
RFPs and enquiries are often not high probability opportunities. While it is great to be asked to participate, the chance of you winning the deal can often be very low.
So here is the method to turn the odds around:
Opt out of the bid with a clear business case for non-participation.
Explain how the requirements are (one or more);
a) Non compliant
b) Not explicit
c) Not clear
d) Not aligned with your capabilities
e) Inputs vs output focussed
f) Too small an opportunity for you to engage in
g) Too broad an opportunity to engage in
h) Unclear metrics or measures of progress
i) Not aligned to value criteria
j) Not explicitly aligned with executive support
k) Not going to achieve the results you deliver
And so forth.
Be respectful. Be transparent. Be resolute. (don’t capitulate!)
However, if they are willing to adjust the criteria/requirements and are open to dialogue to ascertain the new/altered scope, then there may be an opportunity for you to participate….and this is where you stack the odds in your favour!
Only, if you get the chance to re-engineer the scope do you enter into the sales arena.
If they accept your non-participation, then they weren’t that concerned about hearing from you anyway!
Be intrepid – pick your battles.