We here at Stephen Thomas Ltd are fundraisers, not vendors. We care deeply about our clients, their work and our sector.

A good relationship with a client is a bit like a marriage. It takes work on both sides and should be long-lasting. If either side is unhappy (yes, we have fired clients), then a first attempt should be made to mend the relationship, rather than immediately running out to look for an alternative.

It is not a good idea to routinely tender every few years. See above. Your direct response agency should be a partner, just as much as your legal firm, your accountant or your advertising agency.

But what about accountability in this age of restraint? Meeting with other agencies to see what they have to offer is always a good idea. And what do your colleagues at other organizations feel about their agencies?

If price is your concern, then issue an RFQ, a Request for Quotes, as one of our happy clients did recently to make sure they were getting value for their money. In thirty years I’ve fought many RFPs but only been involved in a couple of test campaigns against other agencies. But test campaigns work so well. You’ll see who can produce and what they are like to work with. What could be more fair?

Because RFPs aren’t fair. They take an inordinate amount of work by not only the agency but also the non-profit. They test showmanship rather than competence and they are a ready forum for the magic bullet salesmen who, unfortunately, are found all over our business.

And finally, if you’re adamant you are going to have an RFP, then why won’t you tell the competitors who they are competing against. There is no reason not to tell. To effectively compete in an RFP, we agencies need to know who our competitors are. The playing field needs to be completely level.

So there you have it. Disagree? Great, then let’s have a dialogue.