RFPs: Are We Choosing the Right Supplier—Or Just the Best Presenter?
"An RFP will give us the best supplier."
That's the expectation. But too often, the process drags on for months, stakeholders disagree, and the final choice is based on who pitches best, not who performs best.
Are we running RFPs to find the right supplier — or just the most persuasive one?
Common RFP Pitfalls
- Too many internal delays — projects stall before they even start
- Decision fatigue — teams struggle to align on the best choice
- Sales-driven pitches — the best presenters win, not necessarily the best suppliers
What Works Instead
A structured, unbiased RFP process that:
- Captures and aligns stakeholder needs upfront
- Eliminates vendor bias so decisions are based on facts, not flashy sales decks
- Shortens timelines by streamlining responses and analysis
- Leads to better contracts — not just better presentations
Most companies realize too late that their RFP process was flawed — after they're locked into a subpar supplier.
Want a Faster, More Effective RFP Process?
We help organizations run structured, unbiased RFP processes that surface the right supplier — not just the best presenter.
Andrew Wolfe
Founder & CEO | Wolfe Procurement
