Here’s an important tip: if the RFP is the first you’ve heard about the opportunity, it means you’re entering the game late (whether or not there are other competitors) and the odds of winning are low.
The way I handle the situation is to call up the customer and say, “Thank you for sending the RFP. I need an hour of your time to ask some questions and fully understand your needs.” If the customer says no, I know there is little chance I can make a sale. If they are unwilling to give me one hour of their time, why should I spend 20 hours responding to an RFP?
If you are a sales manager, your sales training must include this important tip.