When Bid Teams Focus on the Wrong Things ✹ The RFP Analysis Report, with Simon Cuthbert
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When Bid Teams Focus on the Wrong Things ✹ The RFP Analysis Report, with Simon Cuthbert
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Get the RFP Analysis Report from this episode: https://stargazy.io/reports/rfp-analysis-report
✹ Simon and Arthurian Labs are providing stargazy podcast listeners with a 30-day free trial and a discount for purchases.
Bid teams put the most effort into the parts of RFP analysis that predict wins the least. That is the headline finding of the RFP Analysis Report, stargazy’s survey of 448 organizations on what happens between an RFP landing and the first word of the response.
Simon Cuthbert, co-founder of Arthurian Labs and co-publisher of the report, has led multinational sales teams whose revenue depended on RFPs. He and Christina Carter walk through the findings: why compliance work crowds out buyer research, why most teams use AI only to read the RFP, and why bid teams need the authority to say no, with the reasons written down.
If you run a bid team that gets overruled, or a sales team that bids on everything, this episode has the data.
✨ Find Simon and Arthurian Labs
✹ Connect with Simon Cuthbert on LinkedIn: https://www.linkedin.com/in/simoncuthbert/
✹ Learn about Arthurian Labs: https://stargazy.short.gy/ArthurianLabsReport
✨ Read more on stargazy
✹ Website: https://stargazy.io
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✨ TIMESTAMPS
00:00 Why don’t bid teams follow their own qualification process?
01:21 What did the 2026 Bid Analysis Report measure?
03:34 Why do bid teams skip buyer research after an RFP lands?
06:03 Who should own customer and competitor research: bid or sales?
07:22 How do you get account managers involved early in an RFP?
12:31 Should you use ChatGPT or Claude to read an RFP?
17:56 Can uploading RFPs to public LLMs cause a data breach?
19:10 Should you read the RFP first or run it through a bid tool first?
22:08 Why is customer research the least-done bid activity?
26:57 How has B2B buying changed how salespeople should sell?
32:46 How should bid teams and sales teams work together?
35:43 Why do bid qualification processes get ignored?
40:19 How do you justify a no-bid decision to leadership?
43:13 How do you turn no-bid reasons into future wins?
45:21 How do you explain win-rate data to a skeptical sales leader?
49:08 Why doesn’t effort and diligence win RFPs?