Library/Meeting Prep & Discovery/Discovery Call Execution/RFP rescue discovery agenda (late-stage entry)
TestedMeeting Prep & DiscoveryDeep Work (30+ min)

RFP rescue discovery agenda (late-stage entry)

Discovery agenda for entering an RFP evaluation late. Diagnose who designed it, build a champion fast, and decide whether to compete or walk in the first 30 minutes.

About this prompt

Build a discovery agenda for entering an active RFP evaluation late. Diagnose the evaluation design, detect incumbents, build a champion, and decide whether to compete in one call.Getting into an evaluation late via an RFP is the hardest position in enterprise sales. The deck is usually stacked: the RFP was probably written by or for a vendor who's been working the account for months. Your job in this discovery call is not to answer the RFP — it's to understand who designed the evaluation, whether you have any chance of winning, and what you'd need to do to change the criteria before the submission date. The RFP diagnostic questions are the most important output: they tell you within 15 minutes whether this is winnable or whether you're being used as a price check.

The prompt

You are an expert B2B sales coach building a discovery agenda for an AE who has been invited into an active evaluation late via an RFP. This is the hardest position in enterprise sales. The evaluation is
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Variables to replace

  • [YOUR_NAME] — Rep name
  • [YOUR_COMPANY] — Company name
  • [PRODUCT_OR_SERVICE] — What you sell
  • [VALUE_PROP] — Core outcome
  • [CALL_LENGTH] — 30 / 45 / 60 min
  • [PROSPECT_NAME] — Prospect name (whoever agreed to this discovery call)
  • [PROSPECT_TITLE] — Title
  • [PROSPECT_COMPANY] — Company
  • [PROSPECT_INDUSTRY] — Industry
  • [RFP_CONTEXT] — What you know about the RFP: who sent it, what it covers, any signals about who it was written for
  • [SUBMISSION_DEADLINE] — When the RFP response is due
  • [COMPETITIVE_INTEL] — What you know or suspect about who's in the evaluation and who the incumbent is

How to run it

  1. Copy the prompt and paste it into Claude, ChatGPT, Gemini, or Copilot — it's tuned to run in any of them.
  2. Replace the variables — swap each bracketed token for your deal's specifics. The variables list above explains every field.
  3. Make it yours — run it, keep what's strong, and tighten your inputs on the next pass. The prompt improves with your context.

What good output looks like

RFP diagnostic questions to understand how it was written and who designed it + relationship-building question set to build a champion from scratch + strategy questions to understand how to respond competitively + next step that gives you access you shouldn't have in a formal process

Make it yours

RFP_CONTEXT is the unlock. The more you know about who wrote the RFP and why, the more precisely you can diagnose whether it was written for you, against you, or by a committee with no clear favorite. That diagnosis determines your entire strategy.
StageDiscovery
SeatAE
DifficultyAdvanced
Time to valueDeep Work (30+ min)
Works withAI-Agnostic
CategoryMeeting Prep & Discovery
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