You want to avoid RFPs except where you can exploit them. For example, if you are able to get by with smaller customers for a while, you can use the RFP process

You want to avoid RFPs except where you can exploit them. For example, if you are able to get by with smaller customers for a while, you can use the RFP process to gain access to stakeholders and test out ideas. Procurement departments are often keen to encourage more participation to help cover for the fact the decisions have been made, but as long as you aren't taken in, then it's less of a problem. In government and some industries, they may have opportunities for smaller orgs through other entry points, but the main RFP entry point can be easier to work out.