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If you decide on a written format, do not initiate the RFI by sending it via e‐mail. Once suppliers are identified, make voice contact with them before sending the document. Explain what you are trying to accomplish and get a feel for the way they would approach engaging in further discussions. If most of the suppliers with whom you speak recommend delivering a presentation, you may want to include that as a next step.

In Chapter 9, “What Not To Do,” we outline in more detail why it is critical to reach out to suppliers via the phone, and why sending e‐mails to “info@xyzsupplier.com” or “sales@abccompany.net” typically does not yield positive results.