The evolution of enterprise proposals in the age of AI
By Ganesh Shankar, CEO & Co-founder, Responsive
For a long time, the proposal process occupied an odd position in enterprise sales organisations and was treated as operational rather than strategic. Responses to RFPs, security questionnaires, and due diligence requests were something that had to get done, usually under time pressure, usually by whoever was available. The output often reflected that attitude. The question now is whether that approach is durable as the competitive environment around enterprise sales tightens.
The Buying Environment Has Shifted, and So Has the Pressure to Respond Well
The context in which enterprise proposals are evaluated has changed considerably. McKinsey’s B2B Pulse research has consistently found that B2B buyers now use an average of ten channels across their purchase journey, and that more than half say they would switch suppliers if they experienced a poor-quality experience at any point in the process.
The formal proposal — whether...
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