How To Respond To A RFP (Request for Proposal)? What Should You Include In Your Proposal?

What's an RFP? How do you respond to an RFP? How do you write a proposal? What should I include in my project proposal? Chris provides tips, advice, and strategies that we use to win the client.
--
0:05 What is an RFP? (Request for Proposal)
0:14 Bio - who they are working with (list of all key players on the project)
0:18 Client References - Other big clients that you've worked with and testimonials and contact information
0:25 Process - Include relevant case studies
0:36 How do you gauge a client's budget if they don't tell you?
0:59 Price bracketing
1:51 Objection! Client says that your agency is too small?
2:18 How do you defeat the smaller company and the larger company? Cast Doubt.
-
This is the Futur of Education- Disrupting the design education paradigm.
🚀 Futur Accelerator
The step-by-step blueprint and coaching program designed to get your creative business off the ground:
thefutur.com/accelerator
🥇 Futur Pro
The professional creative community designed to grow your personal brand, your business, and your network:
thefutur.com/pro
✍️ Other Courses, Templates, and Tools:
thefutur.com/shop
🎙 The Futur Podcast:
thefutur.com/podcast
Recommended books, tools, music, resources, typefaces & more:
thefutur.com/recommendations
Music by Epidemic Sound:
share.epidemicsound.com/thefutur
Shorts Playlist:
www.youtube.com/@thefutur/shorts
We love getting your letters. Send them here:
The Futur c/o Chris Do
1702 Olympic Blvd.
Santa Monica, CA 90404
*By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you.
-
🎙 Futur Podcast: thefutur.com/podcast/
✍️ Futur Blog: thefutur.com/blog/
-
Credits:
Executive Producer- Chris Do
Host- Chris Do
Director- Aaron Szekely
Cinematography- Aaron Szekely
Editor- Aaron Szekely
Show Open- Roy Kang
Futur Theme Music - Adam Sanborne www.adamsanborne.com
Annotations & SEO - Isaiah Nwukor
Typefaces: Futura, Din
Futur theme song- Adam Sanborne
===
*By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you.

[@thefutur]

We are only actively replying 48 hours after a video goes live. Now that we have over 300 videos online, it's becoming unmanageable for me to personally respond. FYI.

[@mansi.rastogi]

@chris. Can I ask another question on this video that wasn't answered on another one then?

[@elis2781]

It was fun while it lasted! Great quick video. Love the floating head ;)

[@thefutur]

no. that would be cheating.

[@moongarita]

Fun while it lasted indeed

[@cece4226]

The Futur Thank you so much Chris, for taking the time to answer our questions and respond! It was greatly appreciated! :)

[@ajjames9065]

I appreciate the longer format videos, but love these shorter ones to consume during quick breaks. Thanks!

[@thefutur]

great. you will get both depending on your appetite.

[@RyanStephenAlldridge]

Thanks for the video guys! We are running a Localization UX design house in Tokyo and we are big fans of your work / knowledge bombs. Keep dropping them!

[@FilipposPente]

Very nice video! Love the edit! Cheers!

[@gymbrochronicles7007]

Very informative! Great strategy tips, for sure

[@michaelramos6410]

Hey there! Im more focused on the video production area of business rather than design and I must say, I love these short videos (and the whole channel). The way you describe and role play different situations in videos like this one is fantastic. Thanks for the awesome content! (Also...more Behind the Scenes on IG please! lol)

[@thefutur]

Michael Ramos coming soon. Aaron has been busy shooting.

[@thefaredevil]

Next day.. Client: Your agency is too small. Me: Dude, I can do this. Don't trip Client: * Hires immediately *

[@thefutur]

i wonder if anyone has ever tried that and gotten the gig.

[@daxthedza]

Great advice! Great vid. I felt like you were Zordon to my Power Ranger, especially with the black shirt against the black background making a floating head visual! ; )

[@carrie.kyarri]

Man, these videos are so fresh!

[@thefutur]

glad you like them Carrie.

[@NukeWand]

The editing and pictures are on point, also lets not forget the answers.

[@thefutur]

TheWanderer thanks!! On both fronts.

[@custodymanager]

I liked the editing of this video. The music and cuts to movies kept it engaging. Not a big fan of the max headroom look though. Lol much love

[@JoeShock7777]

I love you guys every time I get a new subject in my Design program u folks cover it in a better more natural way.😻

[@JoeShock7777]

Hey Chris 👋 thanks for the amazing content Futur Team

[@thefutur]

maybe the school should license our content library.

[@JoeShock7777]

The Futur honestly your going to put them out of business lol 😁

[@TheChocolateHorse]

So on point!

[@1996capslock]

Not directly relevant to this video in particular, but i enjoy the setup and lighting a lot. Makes it very easy to watch for an hour straight!

[@thefutur]

excellent. these are cutdown from our live stream setup.

[@vigojansons]

Funny, I was literary today looking for information on this, here at The Futur. Thanks!

[@thefutur]

Vigo Jansons and there we are.

[@michaelstancato6057]

Great stuff but alas I'm still hooked on the dreamy music outro.

[@pcdihealth]

Very helpful video

[@juanjm12]

I think this is a good solution for the other people commenting about the lenght of the livestream videos 👍

[@thefutur]

Juanzor #cutdowns

[@hamidshah4038]

nice reminder,

[@itsmejoydee]

smart thinking

[@freshmindideas3222]

Chris, Loved it! Ajay S Nair

[@YoungHumanClub]

Thanks for sharing, totally agree and love the reversed psychology approach. It works in any discussion really! :) Even with your GF. I love the black shirt, black background... The amount of detail you focus on is something I relate too and am very inspired by. Thanks Chris Do! :)

[@thefutur]

thanks. join us on the livestream sometime.

[@YoungHumanClub]

Thanks. where can I do that? Also, if you would invest $1K on your products. What would you buy? Some context: I've been a professional athlete. I did my own PR, Branding, Marketing, Sales, Sponsordeals etc. Then played online poker as a profession. I understand business very well and now want to launch my own branding and content (strategy) agency. I'm a good public speaker and feel comfortable talking to clients. I have no intention of becoming a designer myself but I want to understand it better so I can understand the process of the people I work with better. I love the CORE concept. I bought the mastermind $80 product already. Thanks

[@thefutur]

i'd start with core. i'd also consider buying a consulting block. We post notifications of the zoom info on our FB page The Futur, on I tweet it out on twitter via @theChrisDo. Make sure you click on the bell icon for notifications.

[@JeanWandimi]

Really loving these videos. I am not a designer, I am a Digital Marketing Consultant but it is amazing how applicable some of the stuff here is. *Off topic, Chris how did you film this. I love the black background and I am curious how the setup/ lights were.

[@thefutur]

Jean Wandimi we produced a video on our lighting set up. Check the video feed.

[@FatimaMaria]

Funky music and everything. Nice!

[@thefutur]

that's all Aaron.

[@chrischart]

Love the part on pitching yourself against bigger and smaller competition - Gold. Does Blind respond to RFPs? I know a few agencies over here in the UK that don't respond to RFPs, or at least they don't if they aren't able to deliver and go through them with the client in person. This is now my go-to to help grow my business. Thanks for all your efforts.

[@thefutur]

yes we do. we don't have any issues w/ writing proposals.

[@moongarita]

The return of the floating head of master Do. Thank you so much for this.

[@moongarita]

Is this from a previous live video? I do not know why, but I feel like I remember watching this before.

[@thefutur]

yep. sure is. we cut down our livestream and add some music and imagery for people short on time.

[@evansboateng2563]

great!

[@PswACC]

How do you avoid making a proposal when the clients business objective is to collect three bids? I like the idea of making a verbal proposal, coming to an agreement, and moving straight to the contract. I like what you said about not being in the business of making proposals. What is your approach to making the close? Is the Proposal Necessary, or is it possible to skip and go straight for the contract?

[@mauriciocordoba952]

He totally won my RFP

[@tevonberka7704]

This is great! Also, I'm glad his hands were moving cuz at certain points in the video he looks like his head is floating! hahaha

[@mariapezzanoartist]

ALSO I HAVE MY TICKETS FOR THE Registered Graphic Designers Conference in Toronto In November Chris Do! So looking forward to seeing you live.

[@thefutur]

Maria Pezzano please say hi when I'm there.

[@mariapezzanoartist]

The Futur TOTALLY! Thank you

[@mansi.rastogi]

A little envious that I'm too far off to attend this. I definitely would have.

[@mariapezzanoartist]

some times they post videos afterwards

[@mansi.rastogi]

Maria Pezzano it's not the same as the live but i hope they do. :)

[@neuemage]

What if the client expects a prototype or design draft in their RFP? (they mail a bunch of agencies, see who did the best work and hire the cheapest to execute aka reverse auction)

[@Andylium]

neuemage do not work for free.

[@thefutur]

that is pitching. pitching is different than writing a proposal.

[@tomhilado]

This looks great. I like how Aaron's voice is used to represent "us", the ones asking the question. I also like the use of the black shirt on the black BG, to me, it says "Focus on these things" ... was the choice of wardrobe intentional? Nice vid. Short and sweet.

[@thefutur]

black on black was not on purpose. a "hair light" should've been used to separate me from the BG. Aaron's voice was recorded live in that convo and not after the fact. i'm encouraging the team to be more vocal.

[@manchest100]

I fell off my chair at 2:28. hahahaha

[@ocubex]

"There's always room between you and the basement..." just wow!

[@jsunshine4]

I'm on Upwork and it is a real struggle to have the client pay Great prices for Great work when other designer are Constantly taking jobs for super cheap - Everyone needs to be educated on the Value of the Designer's Work...

[@nater51]

3:57 Micheal Scott - Dunder Mifflin.

[@pixeledgedesigns9116]

Exactly! I once charged a client $500 for a $100 project. He paid $125 upfront and he didn't pay the remaining money when I was done. Still a win for me. xD

[@Familycheezee]

What if price is not the problem? How do you outbid agencies with higher competency

[@thefutur]

Deliver better customer service.

[@GrandGeneralKukov]

Love these - wish you would bring the podcast back. Haven't seen a new episode go up in months!

[@thefutur]

we've been releasing new episodes every week. unsubscribe to our current podcast. search for "the futur" again. sub to the new one. we have over 30 episodes. we had to change our URL because the name was incorrect.

[@uknwtheusername]

Hey Chris (team?), don't know if you're still responding or not, buuuut: What should go into like a 'project brief' after you've had the first consultation, and the client says 'ok, we're going with you, show us what you got.' I mean like, this would be the first round of designs and such.

[@thefutur]

can u rephrase?

[@kerskind]

you are wearing a black t-shirt... your head looks like it's floating... trippy!!!

[@mariapezzanoartist]

Hi You mention the 5 steps of a proposal do you have that somewhere?

[@multitalentedlator]

That is exactly what I was going to ask! haha! Great minds ;)

[@thefutur]

Maria Pezzano I think it was in the original livestream of this same talk.

[@mariapezzanoartist]

Thank you, I think need a little direction, can you please point me to that talk, love you guys!

[@mariapezzanoartist]

got it think

[@mariapezzanoartist]

actually I am wrong, I need to find it, has anyone found the 5 steps of a proposal? Thank you!

[@-RXB-]

Wow, this was legit

Good insights! I'll try to use them next time. Chris I have a quick question for you. I huge agency hired me for a project about create 50 illustrations for 50 gif's. I asked for USD 5K and they told me that have only USD 2K, but I don't believe them cuz the client and campaign are big. How can I convince them to pay more than this?

[@thefutur]

you can't. just tell them you can't work at that rate. tell that you're a small business owner and can't accept a job that against the best interest of yourself. it's only $100 a gif. btw, are you any good? i'd like to see your work.

Thanks for the feedback quickly! Yes, I already charged cheap. That's why, I don't believe that. I already worked with this agency before and they payed me more for other jobs simpler of same client. Chris Do wants to see my work lol. It will be a pleasure. asdart.co/

[@thefutur]

there's a market for these kinds of illustrations. they're hand drawn but have 3d lighting effects. consider doing this. bestfiends.com

You seeing my work you think I'm more a illustrator than designer? I'm trying to look like more a company than a freelancer, to try to get more largest clients. What you think I can do to make my website better? Put client section? Team? More about the studio? I'm very bad with write content, even about me. Should a hire a writer focus in SEO?

[@thefutur]

study a site you like. copy the structure. change out the content.

[@andres.sebastian.design]

Do you have any PDF templates?

[@thefutur]

yes. but they're not free. we're launching a new one this week.

[@andres.sebastian.design]

The Futur How much It Will Cost ?

[@great567]

I thought RFP's are a waste of time? (I just started reading 'The win without pitching manifesto')

[@thefutur]

great567 not sure I got the same message.

[@teroblepuns]

It looks like your head is floating. Lol

[@thefutur]

who says it's not.

[@Andylium]

The referral's dilemma. How to control that? I don't want them to tell anyone how much i charged. How will I raise my prices. Or, they won't be able to see differences between one project and another. "Oh! But you charged $1000 for that logo, for that client and you're trying to charge me double!" They don't know about applications and size or impact of that project had and now they feel like I'm trying to take advantage or I'm getting greedy. Just happened to me.

[@carrie.kyarri]

Evaluate why you are doubling the charge for one client. If the reasons are legit and you can honestly tell the client why, then go for it. Use the pivot method that Chris talks about. Acknowledge that you are doubling the price and say why. No need to convince though. Chris doesn't like arguing with clients. Lol It's your court, you call the shots. The client doesn't. :)

[@thefutur]

few clients disclose what they paid. tell your existing client that you've changed your rates, but will honor them with your client because of their loyalty to you. new clients now pay 2x. 1. they'll appreciate you more. 2. even if a new client brings it up, you just address it. tell them, i've been working with X client for 2 years. that's how i honor my relationships. you and I don't have one. but in the future, when my rates go up again, you'll be glad we began this relationship now. go get the money and send me my #tenpercent.

[@Andylium]

Goddamit. I'm not only sending #TenPercent. I'm sending a pack of beer along with my sister. #YouDeserveItAll.

[@Andylium]

Well... the very reason I'm trying to charge more for that particular project is the amount of work. It wasn't the same delivery. Add to the recipe: label design (3), packaging, Keynotes, etc. ) I thought i was starting this conversation with a disadvantage: not only i have to explain why I'm charging more but I'm starting it with the costumer kind of angry (nobody likes to feel like someone tried to fool you). BUT! the response Chris just gave is ABSOLUTELY AWESOME. It will prevent me giving explanations that may be perceived as an excuse AND my existing clients will feel like they made the right decision back then even after being pleased with the work we've done for mantaining the business repaltionship. I didn't learn this kind of stuff in school.

[@thefutur]

Game of Thrones style. i see how you roll.

[@matthiascieslik5301]

Hello Chris! Maybe you remember me, the german guy, audio engineer and cutter - I asked you a few month ago about an advice for a pitch at Universal Music regarding Music Top 10 KZbin Videos of their music content - because I produced the official german WatchMojo Channel and so I am an expert in this kind of content. Unfortunately WatchMojo and I had different financial visions so now I am doing a new Top 10 Channel by myself. Universal Music Germany liked my Pitch and now I as the only guy in Germany I have the rights to do Top 10 listcles about Stars like Justin Bieber, Rihanna etc. Even the "mother" branch Universal Music in L.A does not have a guy who makes Top 10 Lists for them although it is a perfect advertisement opportunity for their music (what the German Universal already saw because of me). What I have noticed is that your sound quality has a great RAW quality, but could even be greater if someone who knows how it is done goes over it. I could do that for you if you want. I could Eq, Compress, Limit it that it is broadcast quality. I would love to help at this logical next step for you. How does "sound" for you ;)? Just get in touch at [e-mail] - Then I can show you a reel of my work for Universal so far, WatchMojo etc. The email adress also works for Skype. Feel free to add me :). My plan for the next 3 Years is to "expand" my relationship from Universal Germany to Universal LA with english speaking content and I think with connections in the Media in LA already established I could have an advantage. Even if it is just to say hello and get introduced to one or two of your friends in the Media business in L.A. Just to clarify - my payment for these services would be potential connections in LA. and a relationship with you and Thefutur...basically to be allowed to have coffee at your place...like - the first step to success is surrounding with successful people. Best regards Matthias Cieslik (Germany) BTW Great Video as always!

[@thefutur]

thanks. i think we've addressed the audio issues. a friend who is an audio engineer came by and showed us we didn't have the mic plugged in correctly into the limiter.

[@matthiascieslik5301]

Alright, but what I am talking about is Finesse. But I cannot force it ;).

[@ThisDesignLife]

Don't you think you should steer clear of RFPs?

[@thefutur]

nope. I think there might be some misunderstanding about what an RFP and subsequent proposal is. Proposals are an estimate of time, budget and approach. it's not about generating ideas.

[@trejohnson7677]

lol i feel VALIDATED. bald heads unite.

[@LUCAS-go7jl]

Hi Chris! I have a challenge for you.

[@thefutur]

LUKAS DG what's that?

[@LUCAS-go7jl]

The Futur try to say the letter `M` without your lips touching.… :D

[@tenodaley5961]

why not show us a document on what a real rfp looks like

[@thefutur]

we do. you need to be a) in the pro group, or b) purchase Selling strategy kit. go to thefutur.com for deets.

[@tenodaley5961]

Aarrgghh

[@Slazors]

Been in the RFP response game for 2 years now. It fucking sucks.

[@alexladas]

Darth Vader cut Skywalker's hand? No warning for spoiler alerts? C'mon...

[@thefutur]

spoiler alert. c'mon. it's been 30 years man. if you haven't gotten around to seeing it by now, you never will.

[@alexladas]

Hah just kidding, I've seen it. A long time ago, in a cinema far far away

[@thefutur]

like a really long time ago...

[@TheCumdogmillionaire]

1:02 dude, stop talking.