There's little in the media planning business that's more frustrating than reps who refuse to read an RFP. After we sent out our last client RFP, we got some VERY positive feedback from our reps, who took time out to send us e-mail saying that our RFPs were the best they had read. It's because we take time to outline client goals and our strategy. We disclose everything that we possibly can so that reps can come back to us with the strongest programs possible, tailored to what we're looking for.

But when people don't take the time to read the damned things, and they simply submit the same thing they did last year with a 3% rate increase, that's how they get cut from plans.