In the process of selecting a new tradeshow partner, one common mistake that we often see companies make is relying on committee voting based on a limited number of designs. This approach can lead to unfavorable outcomes and result in the need for repetitive requests for proposals (RFPs). Let’s delve into the reasons why this method falls short and explore a more effective alternative.
What’s Wrong with RFPs?
The RFP process within the tradeshow and event industry has gained a reputation for being notoriously flawed. Issues range from conducting a single call with all bidders to allow for questions, to having a committee that has never interacted with the bidders vote on designs. These significant problems ultimately lead to unsatisfactory results and a repetitive cycle of going back to the drawing board where no one can agree or be satisfied.
In almost any business-to-business (B2B) sales scenario, the process undertaken by bidding salespersons or companies holds great importance. How they guide you through the process matters greatly – from the questions they ask, to understanding your pain points, maintaining steady communication, delivering detailed information, and most importantly, demonstrating how they can improve your business and show that they have listened to your needs.
The process truly matters.
Now let’s address the practice of acquiring 3-5 tradeshow booth designs from different bidders, only to present them to a committee that has had limited or no interaction with each bidder. Essentially, you are asking this committee a highly subjective question: “Which design do you like best?” Moreover, there is a fundamental question to consider – do they possess the knowledge and expertise to discern what constitutes a good tradeshow booth design? What qualifies them to make this decision? What experience do they have in this field?
What Should You Look For Instead When Selecting a Tradeshow Partner?
Instead, a reliable tradeshow partner should offer a range of essential services:
- They should make your life easier through excellent communication and clear expectations.
- They should fully understand why you are exhibiting and your event strategy.
- They should provide design and strategic ideas that align with your goals and objectives.
- They should offer high-end booth fabrication services.
- They should excel in seamless logistics, coordination, and planning.
- Most importantly, they should have a clear understanding of your goals and what success means to you. This enables them to tailor your experience, providing you with the best possible chance of achieving those goals by utilizing their resources effectively.
Therefore, when you embark on the next RFP process, avoid trying to level the playing field or setting rigid rules for all bidders. Instead, conduct thorough research, seek referrals from your industry community, and select five potential partners. Allow three to five of them to take you through their unique processes, letting them guide the way. Through this approach, it will become abundantly clear who the best choice is, and the odds are high that you will find a reliable and compatible partner. We know what it’s like out there, so give us a call for your future needs, and let us show you the Rockway way.