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

RFPs in a Nutshell:

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.