“I respond to your RFP within the deadline you’ve given, but you do not respond to e-mails or phone calls when I try to follow up.” Shawna says: Planners “go dark” all the time. It frustrates the entire population of suppliers. You may think that it doesn’t matter if you ignore the suppliers you’re not going to select—but it does. You may need that supplier someday—the one you put through the rigmarole and then ignored.

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