2022 RFP Trends & Benchmarks

Chapter 7: Predictions for 2022

RFP Investments: 2021 vs. 2022

The good news: as targets rise, so do resources. Eighty percent of companies say they’re increasing resources for their RFP program in one way or another in the year ahead. Only 9% of teams say they don’t have plans for resource increases in the year ahead.

Between 2021 and 2022, the most common investments between both years has been better training, hiring more staff, and buying new technology.

Top of the 2022 Wishlist: Timelier SME Responses

The number one way RFP responders say they can improve win rates is by cracking down (politely) on SME response times. This is not a surprise, considering that collaborating with SMEs rose to the number one challenge for response teams this year. (See: Collaboration Challenges in the RFP Process.)

“The smartest teams are hyper-collaborative. With remote work increasing over the past two years, our top-performing members have prioritized building strong internal relationships across business units.”
Rick Harris, CEO
The Association of Proposal Management Professionals

Key Takeaways: Empowering Teams With New Investments

Most companies are increasing their RFP targets this year, and almost every business—9 in 10—plan on increasing RFP resources in some fashion.

Over the past year, businesses have built larger RFP teams, so their primary concern has shifted to training and empowering them. Here’s how:

Invest more resources to keep up: Only 9% of companies aren’t investing more resources in the year ahead. If you’re among them, be aware that you’re in the minority, and it may be time to advocate for your own response resources. The most common investments include ​​training, hiring more staff, and investing in new technology.

Invest in RFP training and process: With more RFP managers in charge of proposals, a smoother process and more participation from SMEs is a top area of concern. As part of your efforts, streamline how you involve your larger team by completing pre-work that makes participation easier for them (SMEs are busy too).

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