A wired RFP is a request for proposal that's been pre-determined for a specific vendor, making it virtually unwinnable for other bidders. Identifying these rigged opportunities early saves proposal teams significant time and resources while improving overall win rates by focusing efforts on legitimate opportunities.
You know it when you see it. That RFP lands in your inbox, and something feels... off. Maybe it's the impossibly specific requirement for "exactly 18 months of experience in a 50-mile radius of Topeka." Or the two-week deadline for a 200-page response. Your gut screams "wired," but your sales targets whisper "what if we could win this?"
Here's the truth we've learned after analyzing hundreds of RFPs: wired deals aren't just unwinnable—they're expensive distractions that burn out your best people. But spotting them requires pattern recognition most teams never develop. And knowing when to fight anyway? That's where strategy beats instinct.
Red Flag #1: The Fingerprint Requirements
Watch for requirements so narrow they might as well include someone's social security number. We're talking about those ultra-specific combinations that only one vendor could possibly meet.
What it looks like: "Vendor must have completed three projects worth exactly $2.3-2.7 million in the last 18 months, specifically in healthcare revenue cycle management, with at least two references from hospitals with 400-450 beds located in the Mountain Time Zone."
The tell: When multiple narrow requirements intersect, you're looking at a fingerprint—a unique identifier that matches exactly one company. Real buyers cast wider nets because they want options.
When to ignore it: Only if you can partner with whoever has those exact qualifications AND you bring something so compelling that the buyer might reconsider their specs. We've seen companies succeed by proposing alternative qualification structures that deliver better outcomes. But this requires existing relationships and serious negotiation capital.
Red Flag #2: The Silent Treatment
No Q&A period. No bidders conference. No clarification process. Just radio silence after the RFP drops.
What it looks like: The RFP explicitly states "no questions will be accepted" or provides zero mechanism for vendor clarification. Often paired with vague requirements that desperately need clarification.
The tell: Legitimate buyers want good proposals. They know questions lead to better responses. When they shut down communication, they're usually protecting an incumbent who doesn't need to ask questions—they helped write the requirements.
When to ignore it: If you have insider knowledge that rivals the incumbent's advantage. Maybe you've been nurturing this account for years. Maybe your solution is so revolutionary it transcends their requirements. But going in blind against an incumbent with no chance to clarify? That's not strategy, it's gambling with your proposal team's time.
Red Flag #3: The Speed Run
Complex RFPs with suspiciously short deadlines aren't testing your agility—they're filtering out everyone except the vendor who knew it was coming.
What it looks like: A 150-page RFP for a multi-year, multi-million dollar contract with a 10-business-day turnaround. Bonus points if it drops right before a holiday weekend.
The tell: Compressed timelines serve one purpose: limiting competition. The preferred vendor has been working on their response for weeks, maybe months. You're starting from scratch.
When to ignore it: When you have a response acceleration system that actually works. If your team can leverage AI-powered RFP software to parse requirements instantly, pull from a deep library of past responses, and mobilize SMEs within hours—not days—you might compete. But ask yourself: even if you could submit on time, do you want a client who operates this way?
Red Flag #4: The Copy-Paste Special
Requirements that read like they were lifted directly from another vendor's capability statement. Because they were.
What it looks like: Hyper-specific technical specifications that mirror one vendor's marketing materials. Requirements for proprietary methodologies. Even specific certifications that only one company's staff would have.
The tell: Look for language that sounds more like marketing copy than procurement speak. Requirements that name specific frameworks, tools, or approaches that aren't industry standard. If you Google a requirement phrase and it leads to your competitor's website, you've found your answer.
When to ignore it: When you can demonstrate that their "required" approach is actually inferior to yours. This is a high-risk, high-reward play that requires exceptional proposal writing. You're not just selling your solution—you're unselling theirs. Success requires procurement to push back on the requiring department, which happens, but rarely.
Red Flag #5: The Scoring Black Box
Evaluation criteria so vague or so weighted toward "experience" that technical merit becomes irrelevant.
What it looks like: "Past performance" worth 60% of total points. "Corporate experience" as a separate 20% category. Actual solution approach and pricing relegated to minor factors. Or worse—no published scoring criteria at all.
The tell: When scoring heavily favors backward-looking criteria over forward-looking value, they're usually looking for reasons to pick who they've already chosen. Real buyers care more about what you'll do than what you've done.
When to ignore it: If you're the incumbent (congratulations, it's wired for you). Or if you have such overwhelming past performance superiority that you can max out those categories. But be honest—if they wanted you, would the scoring be this tilted?
The Strategic Framework: Fight, Flight, or Finesse
Here's the decision system we recommend to every proposal team struggling with RFP win rates:
Calculate your Real Win Probability:
Start with your typical win rate for this type of work
Subtract 10% for each red flag present
Add back 5% for each genuine advantage you have (existing relationship, unique capability, inside intel)
If you're below 15%, walk away
Calculate your Real Cost:
Hours required x hourly rate of everyone involved
Add opportunity cost of other RFPs you won't pursue
Add morale cost of likely loss (yes, this matters)
If this exceeds 2% of the contract value, reconsider
The Finesse Option:
Sometimes the smartest play isn't to win—it's to influence the next RFP. Submit a provocative, non-compliant response that showcases your unique value. Call out the wired requirements professionally. Propose a better approach. You probably won't win this one, but you might reshape the next opportunity.
The Bottom Line: Your Time Has Value in Proposal Management
Every hour your team spends on a wired RFP is an hour not spent on winnable work. Every SME you burn out on hopeless proposals is one less expert willing to contribute when you really need them.
The proposals you don't pursue are just as strategic as the ones you do. In fact, we've seen companies increase their RFP win rates by 30% simply by getting better at saying no to the wrong opportunities.
The question isn't whether you can spot a wired RFP—with these five red flags, you can. The question is whether you have the discipline to walk away when you do. Because in the world of complex B2B sales, the most expensive deal isn't the one you lose. It's the one you never had a chance to win.
How common are wired RFPs in B2B sales?
Industry research suggests between 30-40% of formal RFPs have a preferred vendor before they're ever published. In government contracting, this number can climb to 60% for certain types of procurements. Identifying these pre-determined opportunities early can save proposal teams significant resources.
What's the cost of pursuing a wired RFP?
The average complex B2B proposal costs between $10,000-$35,000 in labor and opportunity costs. Enterprise-level proposals can exceed $100,000 when accounting for SME time, executive reviews, and lost opportunity cost. Modern proposal automation tools can reduce this cost by 40-60%, but wired RFPs still represent significant wasted investment.
Good decisions need visibility and speed. Trampoline turns an RFP into a Kanban board in minutes. Each requirement becomes a card with owner, due date, and priority. That makes it easier to see narrow asks, gaps, and scope before you commit. You can estimate effort, capture a go or no-go, and move on fast.
If you choose to bid, Trampoline handles the busy work. It routes cards to SMEs, surfaces past answers with AI, and tracks reviews. The Writer extension compiles a clean proposal in the format the buyer wants. The browser extension gives sales and pre-sales access to the same knowledge for Q&A and follow-ups. All work adds to a searchable library for the next RFP.
Result: less time sunk in wired deals, less SME burnout, and more focus on winnable opportunities.