RFPs drive 40% of enterprise revenue as AI use surges

Loopio has published research suggesting request for proposal (RFP) processes now influence 40% of enterprise revenue, alongside widespread use of generative AI in bid and questionnaire work.

The Toronto-based response management software provider based its RFP Trends & Benchmarks Report on survey responses from 1,533 response management professionals across more than 17 industries worldwide. The study tracks submission volumes, team performance measures, operational pressures, and the tools used to complete RFPs and related questionnaires.

The findings point to a procurement environment where structured buying processes increasingly shape how large organisations choose suppliers. Many commercial teams treat RFP responses as a revenue lever rather than an administrative task.

Revenue influence

The report's headline figure is the share of company revenue connected to RFP outcomes. RFPs influence 40% of enterprise revenue, a five-year high.

The survey also points to rising RFP activity. Annual submissions increased 9% year on year. Two-thirds of teams said winning more RFPs is an important part of their sales strategy, suggesting bid work is becoming more central to pipeline planning.

These trends can reshape resourcing decisions. More RFPs, and a larger share of revenue tied to competitive tenders, can raise the cost of responding and change the skills teams need-especially when buyer requirements include security questionnaires and detailed due diligence.

AI in workflows

Generative AI is now embedded in many response workflows. The survey found 79% of teams used AI in RFP work in 2025, up 10 percentage points from the prior year.

Skill priorities are also shifting. Some 51% of respondents said AI and automation skills will be critical over the next year, alongside content development and planning.

RFP work often draws on contributors across sales, product, legal, security, and finance. Generative AI tools can change how teams draft content, reuse prior answers, and structure first versions of responses, but organisations still need strong approval processes, accuracy checks, and adherence to customer requirements.

Pressure on teams

The report describes a widening gap between leader expectations and the capacity available to response teams. Bandwidth emerged as the top challenge for the first time, cited by half of respondents.

Expectations also appear to be rising as AI becomes more common. Nearly a third of respondents said leadership expects them to take on new responsibilities, and more than four in 10 said leaders expect better results as AI becomes more integrated into workflows.

The research also suggests response teams are being positioned more strategically within organisations. Sixty percent of high-performing teams were viewed as strategic contributors, compared with 47% of average-performing teams.

While the survey does not offer a single definition of performance, it frames response management as a discipline with measurable outcomes. These often include win rates, time spent per submission, and consistency in answers to repeated questions from prospects and customers.

Time and quality

Response times are improving. The average RFP was completed in 33 hours-two hours faster than the year before.

Speed, however, is not the only focus for top-performing teams. They put more emphasis on personalisation and quality, reflecting the reality of competitive tenders where buyers can compare responses line by line and penalise generic answers.

Despite workload concerns, most respondents said they feel confident looking ahead. The survey found 83% of teams feel confident heading into 2026.

Zak Hemraj, Chief Executive Officer and co-founder of Loopio, said the findings should influence executive decisions about investment and team structure.

"When RFPs influence 40% of company revenue, this work isn't administrative overhead. It's a core growth driver," said Zak Hemraj, CEO and Co-Founder of Loopio. "That number should change how leadership thinks about investing in their response teams. The companies that haven't woken up to that yet are already leaving money on the table."

Loopio sells software used by sales and proposal teams to respond to RFPs, due diligence questionnaires, security questionnaires, and proposals. It is used by more than 1,700 customers globally.

The results suggest response teams will continue balancing higher submission volumes with demands for better quality and tighter governance around AI-assisted drafting, as procurement-led buying remains a significant route to revenue.