The RFP Trap: How to Win or Walk Away
Access the Full RFP Playbook at the end of this newsletter
Last week, I spoke with a VP of Sales at a $25M ARR company about RFPs. We both agreed: We should stop wasting our time.
Too many teams pour months of execution power into RFPs—only to realize they had no real shot at winning. I’ve seen it happen across industries, whether selling into banks, government, or enterprise tech.
The harsh truth? Most RFPs are a trap.
Why RFPs Are a Losing Game for Most Sellers
You’re late to the party. If you weren’t engaged before the RFP dropped, you’re just filling a procurement requirement.
The customer already has a vendor in mind. RFPs are often a formality, not an open competition.
You’re wasting weeks (or months) on a lost cause. The opportunity cost is massive—time spent chasing an unwinnable RFP could be spent closing real deals.
When to Walk Away From an RFP
Another vendor shaped the RFP, giving them an unfair advantage.
No internal process exists to…
