Walking Away From an RFP

I encourage people all the time to say no more often, especially to RFP requests when there’s a very small chance of winning. A few reminders to give you the courage to walk away…

1. Remember that there’s a consequence to saying yes.

Putting together a proposal requires significant time and energy for you and your team. Weigh the cost of that investment against the actual chance you’re going to win the work. And think through the consequence of winning. Sometimes we go after big, impressive-seeming business that’s destined to be unprofitable and difficult… and then we win it. There are real implications for our team if we go after a not-so-ideal client and ultimately win the business.

2. Notice your fear.

Usually there is a fear of walking away, saying no, making the prospect mad, or hurting your reputation. Notice your fear of holding the boundary and respectfully saying no. Notice when you feel afraid and do your best to push through it.

3. Just try it.

Just try walking away from one RFP. You can decline in a kind, clear, and professional way, with simple language such as, “We’ve thought about it as a team, and we decided that at this time, we’re not actually an ideal fit, so we’re going to respectfully decline to participate in this process. If you want to have a conversation or if you have any questions, let us know.” Sometimes this approach gets a prospect’s attention, then they start pursuing you!

It's a strong, empowering position to respectfully pass on an RFP; remember that it’s always the right move to say no when it’s going to be a draining process with a very small likelihood of winning.

Onward.
Tom

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