DPB Season 4 Episode 4: Building RFPs and Fit gaps

ERP RFPs are getting longer, more detailed, and more complex, but that doesn’t mean they’re more effective. In this episode, we unpack why today’s RFPs often miss the mark, despite the growing use of consultant templates and AI-generated requirements. The core issue? Organizations are confusing volume with clarity. Massive requirement lists may look thorough, but they’re often built on assumptions rather than a true understanding of business processes, leading to vague proposals, unrealistic expectations, and costly surprises down the line.

We explore why traditional requirement-driven approaches fall short and what organizations should be doing instead, shifting the focus to early decision-making and fit-gap analysis before procurement begins. We also discuss where AI can add value (and where it can create risk) in the RFP process. The takeaway is simple: a longer RFP doesn’t equal a better outcome. Success comes from investing in clarity upfront, because you’ll pay to understand your complexity eventually, the only question is when.