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.

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