The Hidden Cost of Chasing Every RFP

Written By Tom Mittelstadt

Winning more contracts isn’t about chasing more opportunities. It’s about knowing which ones to ignore.

Many companies believe growth in government sales comes from volume. More bids, more submissions, more chances to win. But this approach creates the opposite result.

The Illusion of More Opportunities

At first, chasing every RFP feels productive. Your team stays busy. Proposals are going out. Activity increases.

But results don’t.

Because not every opportunity is worth pursuing.

The Real Cost

Every RFP requires time, resources, and internal focus. When your team spreads itself too thin:

  • Proposal quality drops

  • Strategic opportunities are overlooked

  • Burnout increases

  • Win rates decline

The cost isn’t just time. It’s missed opportunities that actually mattered.

Not Every Opportunity Is a Good Fit

Strong contractors evaluate before they pursue. They ask:

  • Do we meet the requirements fully?

  • Do we have relevant past performance?

  • Can we realistically compete?

  • Is this aligned with our long-term strategy?

If the answer is unclear, they walk away.

Focus Drives Wins

Winning companies don’t chase everything. They focus on the right opportunities and invest deeply in them.

That’s where results come from.

Final Thought

Growth doesn’t come from doing more. It comes from doing the right things better.


 If your team is overwhelmed but not seeing results, it may not be a capacity issue. It may be a focus issue.


Tom Mittelstadt
Next

The Difference Between a Bidder and a Strategic Contractor