· Podcast
Beyond the Checklist: How to Get More Value from Your RFP
RFPs are ubiquitous in the world of enterprise software, but the ones that consistently lead to successful implementations are much harder to find.
A successful RFP should do more than help you compare vendors. It should help clarify what your business actually needs, surface the right questions, and create better conversations with the teams that could ultimately deliver the solution.
In this episode, BASE1’s Drew Messinger-Michaels and Michael Andrion share what they’ve learned from working on enterprise RFPs from the vendor and systems integrator sides of the process.
From finding the right level of detail and navigating GenAI to discussing pricing, evaluating potential partners, and knowing when a conversation may be more valuable than a simple spreadsheet, they explore the practical decisions that can lead to a better RFP and, ultimately, a successful outcome.
In this episode
Drew and Michael discuss:
- Why organizations still run RFPs and what the process should actually accomplish.
- What separates a good RFP from a bad one, including how to find the right level of detail.
- The growing role of GenAI and what happens when AI-written RFPs receive AI-written responses.
- Why open communication matters, particularly when detailed requirements need deeper discussion.
- What to know before starting an RFP, from timelines and key metrics to budget expectations.
- Whether the traditional RFP process should be re-thought, including the potential value of demos and conversations earlier in the process.
- What to look for in vendors and implementation partners, and why the strongest partners become students of your business.
Continue the Conversation
For a deeper look at the RFP process, read Drew Messinger-Michaels’ companion article on SAP, featuring additional insights from Michael Andrion and practical guidance for getting more value from your Enterprise CX RFP. Read Drew's article on SAP
Planning an upcoming RFP? SAP’s Martech RFP Guide offers best practices, planning guidance, and sample questions to help you build a more effective process.
Explore the Martech RFP Guide: https://emarsys.com/learn/white-papers/the-martech-rfp-guide/
