We have not been getting a great response from our RFPs we are only winning about 1 out of every 4 we have tried multiple things and even bought new software and we have not been able to raise our percentage. Any thoughts or tips would be appreciated. Thanks.

One of the things we do is try to meet with the client to better understand their needs and try to find an internal coach to help us shape our responses. Usually though the bigger the company the more difficult it is to find a coach because they have a more formal process.

The most important thing you can do in an RFP is to customize the commentary to their particular needs. In the past we would use a lot of canned text and have 2 inch proposals back to the client. Now we keep the answers short and to the point and have had much more success.

We do not even respond to proposals for RFPs unless we have an existing relationship with a client because if we do not someone else does and they always seem to get the business