Attention Sales people: If you are not ahead of the curve, you’re behind it.

Lorne Brown of Operative states it well in his blog post titled, “How do I get ahead of the Agency RFP.” The bottom line is that as a media salesperson, if you are not ahead of it and part of the process in determining direction of a campaign, than you are late to the game and will be luck to get crumbs off the ad budget table. Just being on the circulation list to receive RFPs isn’t enough. You need to be part of the strategic discussions around campaign purpose and direction well prior to the act of issuing RFP’s.