What Implementation Teams Wish Organizations Knew About Enterprise RFPs
SAP, Thursday, September 24th, 2026
A systems integrator explains why many enterprise software RFPs fail to reach a vendor decision or add real value.
Enterprise RFPs are common but often poorly run, lengthening decision-making without adding value, according to BASE1's Michael Andrion.
He identifies three real purposes of an RFP: selecting a vendor, clarifying the problem to be solved, and building a well-scoped implementation plan.
Many RFPs fail to end in a vendor decision due to acquisitions, budget changes or timeline issues.
The article argues the key to a good RFP is finding the right level of question detail, since overly generic questions teach the business little about which vendor truly fits.