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:

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  You’re selling too—make the opportunity attractive.

  
  


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

  
  


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  Communicate well and stick to timelines.

  
  

For Sellers:

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

  
  


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

  
  


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  Cold RFPs rarely convert.

  
  


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

  
  


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

  
  


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  Price often decides—be competitive.

  
  


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  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.