Our clients report they succeed in winning RFPs only about 7% of the time, on average. We have seen win rates as low as 2% in some organizations whose policy is to respond to every RFP they receive. In our white paper, A Smarter Way to Win RFPs, SPI’s Tim Sullivan explains that a seller’s most limited and precious resource is time. He offers best practices for helping customers write RFPs along with an 8 step process on how to manage unforeseen requests for proposals.
Tim also suggests re-evaluating your organization’s RFP policy by considering 8 important questions to help you decide if your organization should be in the practice of responding routinely to RFPs without stringent qualification.