CMS Implementations Deck

“Vibe” matters. The personality of your organization will come out in your RFP and how you manage the sales process. There were times we bailed out of a process just because the client gave us a bad feeling.

Sometimes we felt like they’d be abusive to work for. But more often, we just thought they had wildly unrealistic expectations and had no idea what they were getting into. We’d try to talk to them and instill some realism, but that mostly didn’t work. I don’t mean to put Blend on too much of a pedestal, but we were unrelentingly honest, and other firms often…weren’t. Every time we were trying to educate an organization and move them to a realistic view of their project, 10 other firms were just telling then exactly what they wanted to hear.

Often, I would review an RFP and think to myself, “This is going to be won by whichever firm is willing to lie the most.”