The RFP shake-downWhy do charitable organizations think it’s appropriate to ask for a donation or pro-bono work in an RFP? Not that we have any intention of responding to a request for proposal, but my blood still boils when I read an often used clause that goes something like this: “X Organization is a registered charity which provides funds for research, programs and other activities which promote and advance the health of all members of the community. Our organization is able to engage the citizens of the province in philanthropy by working with donors and partner suppliers. As such, we ask that you please indicate your company’s interest in supporting our organization through philanthropy or sponsorship: e.g. direct discount, no-charge services, etc.” I call it the RFP shakedown. Where else do you see the beginning of a business relationship where you’re already being asked to do free work (ok, I know graphic designers get this all the time, too) or give money back? Consulting work is similar to philanthropy in that both are based on trusted relationships. When you engage a consultant, you’re making an investment in your organization. In turn, we provide guidance based on our experience and expertise, and we are fairly compensated for the value we bring. If, in the course of our relationship, we are moved to make a donation, we may do so, and we often do. But don’t ask us to make that part of any proposal or contract. Julie Mikuska. · |
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