S1 Ep 32 | S1 Recap: Taming the RFP Monster

Angus and Pete revisit their "RFP Trilogy" (Episodes 5–7) with bonus insights from CX6 insider Terry (Episode 21).

RFPs in a Nutshell: RFPs are structured buying processes designed for transparency, competition, and clarity.

For Buyers:

• You’re selling too—make the opportunity attractive.

• Set clear goals, engage stakeholders, and publish evaluation criteria.

• Communicate well and stick to timelines.

For Sellers:

• RFPs are costly (£30k per bid) and win rates are low (often under 10%).

• Default to "no bid" unless it’s a strong fit.

• Cold RFPs rarely convert.

• Terry’s Four RFP Types: Full and Fair, Not So Open, Fantasy Shoppers, Free Consultancy.

• Use BLUF—answer clearly and early; focus your summary on requirements, price, and value.

• Price often decides—be competitive.

• Be honest; fake social value is just a hidden discount.

RFPs aren't going away—but with structure and realism, they can work for everyone.