Requests for Proposals

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We asked 10 experts to share their views and opinions on Requests for Proposals (RFPs).

“My favorite vendors to work with tend to be the ones who break down their pricing for me. That helps me determine what to use as my base, where I can increase, and where I may need to cut.”
— Inga Dolezar, marketing specialist, Breas Medical Inc.

“Finding the right companies for an RFP is crucial. Ensure they meet your needs, bring value, and fit culturally, or the RFP is doomed from the start.”
— Joe Mahoney, trade show manager, Parts ASAP

“When I receive responses to my RFPs, it can be challenging to deal with vendors who aggressively push their sales pitch even after a decision has already been made, and they didn't make the cut.”
— Kathleen Meadowcroft, CTSM, Diamond Level, tradeshow/marketing operations specialist, BuildCentral Inc.

“Many RFPs lack a concise statement of what the client aims to achieve and clear criteria for how responses will be evaluated, hindering our ability to focus on what is most important to the prospect.”
— Frank Verrilli, SVP of new business development, Impact XM

“I hold back my full budget because inevitably, things change, and we don't want to be held to only what is included in the RFP. Contingency for the unknown is very important.”
— Liane Lopiccolo, senior event manager

“We look for thoughtfulness in the preparation of the RFP, as it is often an indicator of how important the RFP process is to the brand at that point in time.”
— Lynn Reves, VP of marketing and results strategy, Exhibitus Inc.

“The most difficult part is reading through all the high-level responses and trying to find differentiation.”
— Felicia Kaban (CTSM candidate), director of executive events, Kenvue Inc.

“Usually, RFPs don't come out and say what the client is really looking for. The first thing I do is try to read between the lines to get a feel for the client's pain points.”
— Wendi Jacobs, marketing and account development manager, Acer Exhibits and Events LLC

“I would rather work with my preferred vendor (established relationship and familiarity with brand) with a defined scope and avoid the RFP process.”
— Nikki Monger, tradeshow manager, Körber Supply Chain Software

“If an RFP lacks a design, it would be beneficial for the client to choose their partner first and then collaboratively develop one or two designs. This fosters a true partnership between the client and the exhibit house.”
— Dawn Perkins. co-owner, VectorFive