Sales and proposal teams have a choice: survive or thrive
To isolate the behaviors of thriving organizations, Responsive, in partnership with APMP, surveyed more than 750 sales, proposal, and IT executives and practitioners in the US, UK, and India who have ownership or influence over their company’s bid, capture, and proposal management activities.
Here’s a snapshot of what we learned
the trends
Escalating buyer demands and higher stakes
Buyers are seeking more information on shorter timeframes. The volume of work and associated business risk are soaring. And a lot is riding on strategic responses.
48%
Percentage of company revenue tied to RFPs, bids, tenders, and proposals
48%
Percentage of company revenue tied to RFPs, bids, tenders, and proposals
The tension:
Bid and proposal teams are invaluable, but undervalued
91% say that bid and proposal teams are a direct and significant contributor to revenue. Yet, executives and practitioners don’t see eye to eye on the level of investment required to drive a proposal center of excellence.
GenAI is table stakes – leading companies go beyond
89% say their organization is experimenting with or using AI, but a clear divide is forming. Organizations driving greater revenue are investing in platform-level capabilities that go beyond GenAI and apply to more than just writing responses.
89% say their organization is experimenting with or using AI, but a clear divide is forming. Organizations driving greater revenue are investing in platform-level capabilities that go beyond GenAI and apply to more than just writing responses.
