In the world of B2B sales, a new Tender or RFP (Request for Proposal) looks like a massive opportunity on paper. But in reality? They are often massive time-sinks that can drain your team’s energy and resources.
Having participated in numerous tenders for large multinational companies, I’ve learned one vital lesson: Activity is not progress.
If you are a mid-sized or growing company, you cannot afford to chase every “opportunity.” Here is how to decide when to lean in and when to walk away.
The Enterprise Advantage vs. Your Reality
Large corporations have dedicated teams for compliance, documentation, and legal fine print. They can afford to lose.
However, for a growing business, a complex RFP is a major distraction. Before you dive in, ask yourself: “Can we afford the time, cost, and distraction if we don’t win?”
Were You “Shaping the Spec”?
This is the golden rule of tenders. In my experience, if you weren’t involved in the “pre-tender” phase, you are likely already behind.
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The Inside Track: If you helped the client identify their problems before the RFP was written, your solution is probably reflected in the specifications.
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Making up the Numbers: If the first time you heard about the deal was when the PDF hit your inbox, you might just be there to satisfy a “three-quote” corporate policy. You are the “polite formality.”
When Should You Participate?
Every situation is different, and I am not saying you should never bid. But you must be strategic. Winning an open RFP requires:
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Preparation: Deep knowledge of the client’s hidden pain points.
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Positioning: A unique value proposition that a generic competitor can’t match.
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Timing: A pre-existing relationship with the actual decision-makers.
Use Your Judgment
Don’t let the excitement of a “big deal” cloud your business logic. Respect your time and your team’s focus.
💪 The Salesmind Pro-Tip: The Opportunity Cost Test
Before committing to a 40-page tender, look at your data. Ask yourself: “If we skip this tender, how many new qualified leads could we pursue—and how many deals could we actually close in that same time?” > Sometimes, saying “No” to a low-probability RFP is the fastest way to say “Yes” to three closed deals.