Can a vendor reduce selling costs prior to a library RFP/RFI being issued, perhaps even by eliminating the need for a competitive bid situation or the need to offer sales discounts?
Yes, selling costs can be reduced. This is an area where we think there is much to be done. First, a better understanding of product functionality can be used early in the sales cycle to stimulate and expand demand. Secondly, where the library wants services or features that are unique and available only from a single source, then directed procurement is possible. It is up to the vendor to identify and channel this information directly to potential library customers, early and before they are locked into a procedure that will make this less appealing or impossible. Finally, the sales cycle is already being reduced by libraries using OpenRFP. It is feasible to produce the RFI/RFP documents within a week, respond to the Request within 2 weeks and analyze the results within a week. The early part of the cycle, creating demand, is where we collectively now need to focus our attention.
