Three common ways to respond to an RFI (and, which one is most effective)

The government issues RFIs to conduct market research. It's critical for 8(a) companies, arguably more so than any other government contractor, to effectively and thoughtfully reply to the RFI. We typically see one of three types of RFI responses:

1) They respond with a generic capabilities statement. Sending your generic capabilities statement that shows all of your capabilities (including the ones that the government isn't asking about) is a terrible idea. It usually doesn't demonstrate that you would be an outstanding choice to perform the work.

2) They respond with boilerplate that doesn't reference the customer's specific needs. Not great! The government isn't looking for boilerplate - they're looking for a company to address their specific needs.

3) They respond with a tailored response after researching the customer and their needs. The response answers the specific questions in the RFI and offers some suggestions and thoughts on how it could be made better. Now we're talking! You're showing the government that you care enough to research them and offer targeted solutions. I know - it's more work and sometimes it feels like the responses go into a black hole. However, the government can sole source a contract to you as an 8(a), so think of a targeted response like a mini proposal.

RFI responses are also a way to market your company, so put your best foot forward. An impressive response could prompt them to reach out for a sole source and/or for another need.

And, lastly, track your RFI responses and follow up with the government regularly to see what they're doing with it. Don't be obnoxious - maybe a monthly email to contracting.

Bottom line - RFI responses are a powerful tool when they're used the right way.