At some point, every IT staffing company has responded to an RFI to get on a vendor list as an IT staffing supplier. The typical process involves a request out to the vendor manager on site, who then tells you to call back during their periodic open response period for the opportunity to participate. Like all opportunistic sales reps, the hopes are high, and the potential of getting on a list with open requirements leads to various levels of excitement among the staff. However, this initial step is only the first step of the process of penetrating the account. Getting on the list is a challenging task that requires not only a powerful response to the RFP, but more importantly, proof that your firm can uniquely and effectively staff IT positions.

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