Many contractors focus their efforts once an RFP is issued, when timelines are short and requirements are fixed. The most competitive organizations invest earlier by engaging with agencies during the pre-solicitation phase. Pre-RFP influencing focuses on shaping understanding, priorities, and acquisition approaches before formal requirements are finalized.
When done thoughtfully and ethically, early influencing helps agencies clarify needs and reduces misalignment between mission objectives and proposed solutions. This proactive engagement positions contractors to respond more effectively once the solicitation is released.

What Pre-RFP Influencing Means in Government Contracting

Pre-RFP influencing refers to structured engagement with agencies prior to the release of a formal solicitation. The goal is to help customers articulate requirements, understand trade-offs, and consider practical approaches to meeting mission needs. This engagement is conducted within regulatory boundaries and emphasizes collaboration rather than persuasion.
Rather than attempting to change outcomes late in the process, pre-RFP influencing focuses on early dialogue that informs how opportunities are framed, evaluated, and funded. Contractors that invest in this phase are often better prepared to compete when requirements are finalized.

Why Early Engagement Matters

Once an RFP is released, opportunities to influence scope, structure, or evaluation criteria are limited. Contractors must respond to what is written, even if requirements create inefficiencies or unintended risk. Without early engagement, proposals may rely on assumptions or workarounds rather than well-aligned solutions.
Pre-RFP influencing allows contractors to identify potential issues early and provide constructive input. This can lead to clearer requirements, more realistic schedules, and evaluation criteria that better reflect mission priorities.

Understanding the Customer Environment

Effective influencing begins with understanding the customer’s mission, challenges, and constraints. This includes reviewing agency strategies, budget cycles, and prior procurements. Contractors that approach influencing as a learning process are better equipped to provide relevant and credible input.
Publicly available information from sources such as sam.gov can offer insight into expiring contracts, historical award data, and acquisition trends. When combined with direct engagement and internal experience, this information supports informed influencing efforts.

Integrating Influencing Into Capture Strategy

Pre-RFP influencing should be integrated into capture planning rather than treated as a standalone activity. Early in the pursuit lifecycle, teams assess where engagement opportunities exist and how they align with organizational strengths.
These insights guide decisions about industry days, requests for information, white papers, and technical exchanges. As the opportunity matures, influencing efforts inform solution design, pricing assumptions, and teaming strategy, strengthening overall positioning.

Ethical and Regulatory Considerations

Influencing must always be conducted ethically and in compliance with procurement regulations. The objective is not to dictate requirements but to provide informed perspectives that help agencies make better decisions. Contractors should focus on sharing lessons learned, highlighting risks, and offering options that support mission success.
A disciplined approach to pre-RFP influencing respects boundaries while still adding value. Maintaining transparency and professionalism helps build trust and credibility with agency stakeholders.

The Impact on Pricing and Evaluation

Decisions made during the pre-RFP phase have a direct impact on pricing and evaluation outcomes. Clearer requirements reduce ambiguity and support more realistic pricing assumptions. Conversely, poorly defined requirements can introduce unnecessary risk and reduce competitiveness.
By engaging early, contractors can help agencies understand cost drivers and performance trade-offs. This alignment supports stronger proposals and improves evaluator confidence once the solicitation is released.

Knowing When Influencing Is Limited

Not every opportunity offers meaningful pre-RFP influencing potential. Some procurements move quickly or are constrained by statutory or policy requirements. An effective approach includes assessing whether influencing is feasible and determining how much effort to invest.
Recognizing when early engagement is limited allows organizations to adjust strategy, focus on differentiation, or reconsider pursuit decisions.

Building Long-Term Competitive Advantage

Organizations that consistently engage in pre-RFP influencing develop deeper customer insight and stronger relationships over time. Lessons learned from each engagement inform future pursuits and improve overall competitiveness.
For contractors seeking to strengthen positioning before solicitations are released, pre-RFP influencing provides a structured approach to proactive engagement. To discuss how early engagement can support future pursuits, connect through the contact page.