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Definition
A Request for Tender (RFT) is a formal document issued by a buying organization that invites vendors to submit detailed proposals for a specific contract or project.
Why do RFTs matter in B2B sales?
RFTs signal high purchase intent but are subject to strict evaluation criteria. Winning one requires precision; vague or generic responses get eliminated fast.
Components of an RFT
- Scope of work: What the buyer needs delivered
- Evaluation criteria: How submissions will be scored
- Submission requirements: Format, deadlines, mandatory sections
- Commercial terms: Pricing structure, contract length, compliance requirements
Things to keep in mind when responding to an RFT
- An RFT is not the time to educate; it's the time to prove fit
- Always check if the criteria were written around a competitor's strengths
AI prompt
Act as an AE at a [mid-market / enterprise] SaaS company. We've received an RFT from [industry] company. Here are the evaluation criteria: [paste criteria]. Analyze where we are strongly positioned and where we are weak, and draft 3 differentiating statements to lead with in our response.
