Influence requirements, do not just answer questions
Use each answer to introduce a capability the buyer did not know to ask for. If you wait until the RFP to mention your differentiator, it is already too late.
Protect your win themes
RFI responses are often shared with all bidders. Reveal enough to shape the RFP, not enough for competitors to copy your approach.
The template outline
Company Snapshot
- One-paragraph overview
- Relevant contracts and customers
- Certifications and clearances
Capability Responses
- Answer each question concisely
- Insert one shaping suggestion per answer
- Reference real-world deployments
Recommendations to the Government
- Suggested evaluation criteria
- Recommended contract vehicle
- Risks the requirement should account for
Frequently asked questions
Should I respond to every RFI I see?
No — only those where you have a real shot at the follow-on RFP and a differentiator worth shaping the requirement around.
Will an RFI response disqualify me from bidding?
No, and it usually increases your win probability because you have helped shape the requirement.