What is the request for information?

A request for information is a preliminary procurement document used by organizations to gather information about potential consulting providers before issuing a formal RFP. RFIs typically ask about firm capabilities, relevant experience, general approach, and team qualifications without requesting detailed proposals or pricing. For consulting firms, RFIs represent early-stage opportunities to shape requirements and position for subsequent RFPs.

Key characteristics

• Preliminary to RFP, used for market research and provider screening

• Less detailed response required than full proposals

• Typically 10-20 pages versus 50-100+ for RFP responses

• May help the client refine requirements for the subsequent RFP

• Provides an opportunity to influence the evaluation criteria

• Lower win probability but lower investment than RFP response

Why it matters for service firms

RFIs offer strategic positioning opportunities with lower investment than full RFPs. A thoughtful RFI response (typically 8-15 hours) can influence how the subsequent RFP is structured. If your firm's unique approach gets incorporated into RFP requirements, you gain a competitive advantage. RFIs also signal upcoming opportunities, enabling proactive relationship-building before formal procurement begins. Firms that engage actively at the RFI stage win RFPs at higher rates than those who wait for formal solicitation.

Real-world example

Meridian Consulting receives an RFI for a digital transformation initiative. Rather than providing generic capabilities, they use the response to highlight their unique phased methodology, propose evaluation criteria that favor their strengths (change management experience, industry expertise), and offer a briefing session to discuss the client's specific challenges. The client accepts the briefing, during which Meridian learns the initiative's fundamental drivers. When the RFP is issued 6 weeks later, it includes evaluation criteria aligned with Meridian's strengths. They win the $380,000 engagement against 4 competitors, attributing success to the strategic RFI response and subsequent briefing.