Bigger is not better

Harold Jarche

I have worked on both sides of the RFP/Proposal & purchasing/selling continuum. However, most large corporations and government agencies write their requestes for proposals (RFP) in such a way as to exclude small operators, thinking that they are mitigating their risks. Common business wisdom used to be that nobody gets fired for buying IBM. Implicit in this statement is that it’s best not to rock the boat if you want to keep your job.