Column Fodder —
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Column Fodder

Ever heard of “canon fodder?” Column Fodder is similar, except the fodder in this case is the sales rep’s time.

In the course of large procurement contracts, many businesses and governmental institutions are required to get bids from more than one vendor (typically, three). In most circumstances, though, there is a preferred vendor already involved in the procurement process. This preferred vendor may have invested months and years into the business relationship, and in many situations, assists in the writing of the request for quotation (RFQ) that is sent out to the public to solicit competing bids.

Column Fodder are the bids received from vendors who responded to the RFQ. In most circumstances, the procurement process is already “wired” to the incumbent. All the hard work invested in preparing responses to these kind of RFQ’s is just a waste of time. The responses, as we say, are just Column Fodder to satisfy a mandated requirement.

This is why my firm coaches clients to either decline these kinds of “opportunities” or to charge for the preparation of a response in the form of a Discovery Contract.