Win RFPs without waste

Who this is for

Founder led lower-middle market companies with 5 to 50 million in annual revenue that face formal tenders.

The quick answer

Qualify hard. Bid when you shaped the problem or when you have a real edge. Use a no bid rule when you are column filler. If you bid, write the executive summary first and tie answers to clear outcomes. Reuse a tight answer library and keep proofs current. Run a short red team review and debrief every RFP.

The method in seven steps

Create a bid or no bid checklist
Influence on scope, match to ICP, proof in the sector, referenceable customers, and fit to delivery capacity.
Write the executive summary first
State the buyer’s goal, your solution, the value in numbers, and why you win. This becomes the north star for the response.
Use a compliance matrix
Map every requirement to an answer and an owner. No gaps and no copy paste errors.
Build an answer library
Short, proof filled answers for common questions. Update proofs and dates each quarter.
Keep pricing and legal clean
Follow your pricing fences and discount rules. Use approved contract positions and a simple escalation path.
Run a red team review
A small group reads the draft and asks if a competitor could win with this response. Fix the gaps.
Debrief and log lessons
Win or lose, log reasons and update the library and the checklist.

Example

A services firm cut RFP effort by one third and improved win rate after adding a no bid rule and an answer library with current proofs.

Pitfalls and fixes

Bidding when you are column filler. Use the checklist and say no.
Long answers with no value. Lead with outcomes and proof.
Repeating the same mistakes. Debrief and update the library.

Checklist

Bid or no bid checklist in use
Executive summary template
Compliance matrix and owners
Answer library with current proofs
Red team reviewers booked
Debrief process