Professional Services Firms Chances of Winning an RFP: 12%

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BTI Consulting Group's new research reveals client dissatisfaction with the RFP process.

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The RFP is your chance (in some instances your last chance) to make a mark with clients.

The only people who dislike RFPs more than professional services firms are clients. A professional services firm’s chances of winning an RFP drop to less than 12% if they haven’t helped their client prepare the RFP, according to The BTI Consulting Group’s research with C-level executives at the world’s largest companies. Professional services firms take note: the RFP process is neither fair nor objective—some play by the rules—and some play to win.

Clients look to the organizations with whom they have the best relationships for direction when building RFPs. Professional services firms who haven’t helped their client determine what needs to go into an RFP have already lost by the time it arrives at their office.

“To some, the RFP can serve as a beacon of hope to win new business—driving adrenaline levels and competitiveness sky-high,” comments Michael B. Rynowecer, President of BTI. “To others, the RFP is a wake-up call—a signal your client relationship is at risk because you are no longer winning work on a sole-source basis.”

“Regardless of the motivation, the RFP is your chance (in some instances your last chance) to make a mark with clients,” Rynowecer continues.

BTI conducted more than 13,000 independent, individual interviews with C-level executives at Fortune 1000 companies and large organizations. Now in its 25th year, BTI conducts the only continuous benchmarking market study of C-suite expectations of professional services firms.

Find more information about this and other compelling research at or contact BTI at 617.439.0333. BTI is the undisputed leader in providing high-impact strategic client research to professional services firms and their clients.

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Michael B. Rynowecer
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