If you’re reading this, then you’ve already contemplated why you need a request for proposal (RFP) response process. Something hasn’t been going right. Too much time being spent on responding? Poor quality proposals? Lack of wins? Or maybe you’re a new proposal manager, or you’re trying to provide proposal manager-level leadership as a sales or marketing manager. The point is that now you know why you need an RFP response process, so where do you get started?
I’m going to lay it all out for you, but first…
How do you respond to an RFP?
Depending on your industry, an RFP may contain several hundred questions and ask you to gather dozens of documents, certificates, and other content that validates your product as a solution to the issuer’s problem. You’ll have to compose a response that addresses all the questions and content requirements, which may require you to reach out to multiple people in your organization for help. Oh, and of course there’s a deadline. And it’s never far enough in the future for you to feel comfortable about hitting it.
Your response will be reviewed and compared to responses from your competitors. The quality of your response will determine whether or not your organization moves forward in the sales process. As many an RFP pro can attest, you can’t win a deal solely on the basis of an RFP, but you can certainly lose one.
RFPs can be painful without a process. Evaluating what’s required, searching for content, tracking down subject matter experts (SMEs) to help, and composing a high-quality proposal takes time, most of which will be wasted if you take an ad-hoc approach. Your process does not have to be extensive, but it does have to exist.
What is an RFP response process?
An RFP response process is an efficient workflow that clarifies roles, responsibilities, and timelines to help an organization meet the issuer’s deadline. A great RFP response process is practiced by an entire team. RFP contributors come together to build the process, and they follow it consistently.
When to create an RFP response process
I touched on some scenarios in the opening paragraph, but here are a few more red flags that might indicate you need to create an RFP response process:
- A new proposal manager is taking over the process. Whether they are taking over an existing process or implementing one for the first time, this is an excellent opportunity for a proposal manager to make an early impact.
- The current “process” just isn’t working. This can range from being tired of responding to RFPs in an ad-hoc fashion, to recognizing the current proposal process is broken or cannot scale, to realizing that AI-enabled software help is out there and it’s time to implement.
- Merging organizations with separate RFP response processes. Rare is the occasion when two companies come together and proceed in lockstep through their first RFP as a merged entity. If you’re going to try to cherry pick the best of both processes, then you might as well scrape the lot and build anew. The good news is that your combined experience will accelerate decision-making.
- New markets or new products. What may have worked in the past with familiar markets and established products may fall flat with audiences that don’t recognize your company or product. This is a prime opportunity to get back to basics and modernize a process that may have grown stale anyway.
Set goals for your RFP response process
Start by identifying what you want to achieve. Only then can you draw a blueprint that you can follow to get there. I recommend including these three objectives in your initial goal-setting:
- Decrease response time: The pain of too much time spent on responding is likely what got you here in the first place. Drop this metric in as one of your primary markers for success. If you do it right, you can decrease response time by up to 40% or more. The right process will make you more nimble.
- Improve response quality: Some, if not all, of that time you save with a new RFP response process can be re-invested in your responses. Instead of scrambling to find answers or begging for reviews, you’re spending the time customizing a proposal to better position your solution for the win.
- Increase shortlist rate: This will take a few responses before you see any results. More shortlists means that you’re receiving greater consideration. Eventually, an uptick in this metric will correlate to an uptick in win rates, too.
Further out, you can look at goals for win rate, content development, and increasing the number of RFPs you respond to every year.
12 RFP process steps for efficient RFP responses
Start with this RFP process checklist. Plan on at least a month of work to get the process going. The status and volume of your existing content will be the major determining factor in how quickly you’ll see results.
- Identify key stakeholders: Who are they? What is their contribution? What is their role (e.g. proposal development/management, subject matter expertise, strategy, review, etc.)?
- Figure out the average timeline. Government RFPs tend to have longer lead times but more requirements. Private sector RFPs are generally quicker but may not be as complex. Knowing this will help you construct your response calendar. For example, if you have an average of two weeks then reviews won’t be extensive, or you may have to respond with a generic proposal instead of a custom version.
- Identify other metrics that will determine whether or not you pursue the opportunity.
- ROI: Is it worth committing resources to the effort?
- Strategic positioning: Is your solution truly the right fit for the issuer’s problem?
- Pricing: Does the estimated budget align with your pricing?
- Existing relationships: If you’re an unknown entity, then you have a steeper hill to climb to get shortlisted.
- Locate content and evaluate how easy or difficult it will be to access it. Dollars to donuts that this will be your biggest headache.
- Select the optimal channels for collaboration. Email? Slack? Teams? You’ll need to include all of your identified stakeholders. Then you’ll need to create a strategy of how to collaborate. Include everyone in everything (and risk early onset of project fatigue)? Customize communications for every action item (and add a hefty amount of work to the project lead while risking losing touch with some stakeholders)? Quick tip: Break away from a linear process; people can work on multiple pieces simultaneously.
- Get buy-in from everyone. For a process to be effective, it needs to be followed. Bring in executive sponsors from the get-go, and start selling efficiency benefits to SMEs pronto. Relationship building within your organization will be just as important as the business development relationships your salespeople are cultivating.
- Consider whether software can help. Software helps you have a clearly defined process. Software itself enforces the process, with the help of the administrator. It also centralizes content, makes it searchable, and automates part of the response process, all of which will simplify creating the process in the first place.
- Should you hire a proposal manager? This is a professional role that brings value to the RFP process. It’s a combination of project management, proposal development, and relationship-building expertise earned from extensive response experience. Otherwise, someone is going to have to multi-task with their other responsibilities to lead the RFP response.
The 2021 Benchmark Report: Proposal Management
Learn about the state of proposal management, and see what teams need to do to be successful in 2021
A template: The ideal RFP response process flowchart
As soon as you have your ducks in a row, you can go about building your proposal process in the flowchart below.
8 key RFP process steps:
- Qualify RFP: Insert a go/no-go evaluation at the beginning of the RFP response process. Sales will be the loudest voice, but proposal teams, SMEs, and executive sponsors will need to weigh in to evaluate risk, timing, and strategic fit.
- Kick-off project: Provide clarity and accountability to the full response management team, including strategic objectives that everyone can work toward.
- 1st response: Make an initial response pass based on reusable content. This step is much faster with RFP software.
- 2nd response: Tap into resources for new questions, and assign segments that require customization to respective SMEs.
- Review & revise: Conduct internal reviews to ensure a high-quality proposal. Link review requests to specific purposes (i.e., Are strategic objectives met? Are responses accurate and high quality? Did we fully answer the question?)
- Submit: Deliver polished RFP with reviewed supporting materials. Follow up to confirm receipt. Keep internal stakeholders abreast of progress.
- Save & audit: Save finalized responses in a centralized location and commit to regular content audits.
- Post-mortem: Winning doesn’t always mean content was perfect. Losing doesn’t mean it was a bad response. Evaluate what worked and what didn’t.
Strengthen your RFP response process with RFP software
I touched on some of the benefits in the above checklist. But there is a lot more than management of process and content. Integration with other applications in your sales tech stack, the ability to work from custom response templates, Auto Respond functionality, and streamlined collaboration are just some of the highlights.
The happiest teams we know find that RFPIO features make it easier to stick to a consistent RFP response process. Imagine being able to assign reviewers sequentially to ensure the proposal is polished with the highest quality responses for each section. You can do it from a single interface, communicate with responsible SMEs, and establish clear timing of every task for everyone to see.
You can certainly respond to RFPs without software, assuming you have a rock-solid approach that hums along without any inefficiencies. But if you want to go from moving the needle to burying it, then combine a strong process with RFP response software.
Still not sure where to start? Demos are always great launching pads. Schedule one for you and your RFP response stakeholders today!