I'm wondering how others out there tackle references required in so many RFPs?
 
Do you have a list of 'good' references that salespeople can access and contribute to? Do you leave it up to the salesperson to find references? Do salespeople send emails to the entire sales force asking for help with references? Do you have a formal request and approval process?
 
It seems there so many challenges to keeping a reference list current, like customers who have changed their opinion, expired agreements/contracts, customers getting angry about too many reference calls, etc.
 
Look forward to the usual great feedback!