Procurement Strategy

RFP vs. RFQ: The Definitive Guide

Stop wasting time on the wrong solicitations. Learn the difference immediately.

Last Updated: January 22, 2026
S

Sarah Jenkins

Senior Procurement Specialist

Quick Summary

The difference is intent. An RFQ (Request for Qualifications) asks "Who are you?" and focuses on your team's experience and resume; price is often secondary or absent. An RFP (Request for Proposal) asks "How will you do it?" and requires a technical methodology and price. An IFB (Invitation for Bid) asks "How much?" and is awarded solely to the lowest responsive bidder. Misunderstanding these leads to immediate disqualification.

Key Facts

  • RFQ evaluates qualifications first; pricing is often omitted.
  • RFP evaluates method + price using weighted scoring.
  • IFB is lowest responsive bid with minimal negotiation.

Decision Checklist

  • Confirm which solicitation type you are responding to.
  • Match submission package to evaluation criteria.
  • Remove pricing from RFQ responses unless explicitly requested.

Source context: Public procurement scoring norms and contractor bid workflows.

Document Identifier Tool

Answer 3 questions to identify the bid type.

What is the primary goal of the client?

RFQ: Request for Qualifications

An RFQ is often the first step in a two-part selection process (RFQ → RFP), or used for professional services like Architecture/Engineering. The client wants to filter out unqualified contractors before reviewing detailed price proposals.

What they are looking for:

  • Resumes: Do your Project Manager and Superintendent have experience with this specific type of facility?
  • Past Performance: Have you completed 3 similar projects in the last 5 years?
  • Financial Stability: Audited financials showing you can float the cash flow.
  • Safety Record (EMR): An EMR > 1.0 is often an automatic disqualifier.

CRITICAL RULE: Do Not Include Pricing unless explicitly asked. Including a dollar figure in an RFQ can sometimes result in immediate disqualification for "anticipatory bidding."

RFP: Request for Proposal

Used for "Best Value" contracts vs "Low Bid." The client has a problem and wants your solution. This is common in Design-Build or CM-at-Risk delivery methods.

You are evaluating on a "Scoring Matrix." Typical weighting might be:

  • Price: 40 points
  • Technical Approach: 30 points
  • Schedule: 20 points
  • Interview/Oral Presentation: 10 points
  • Technical Approach: Don't just regurgitate the scope. Explain how you will mitigate logistics challenges (e.g., "We will use a tower crane to avoid street closures").
  • Winning Strategy: "Ghosting" the competition. Subtly highlight your strengths that you know your competitor lacks (e.g., "Unlike firms without local offices, our self-perform crews are based 5 miles from the site").

IFB: Invitation for Bid

The classic "Hard Bid" or "Low Bid" scenario. The plans are 100% complete (Design-Bid-Build). There is no room for negotiation on scope; you are pricing the drawings exactly as shown.

  • Focus: Price, Compliance, Bonding.
  • The Danger: The "Race to the Bottom." If you miss a scope item, you eat the cost. There is no change order for things "implied" but not drawn.
  • Winning Strategy: Lean operations and aggressive sub-buyouts. You win IFBs by having better coverage from subcontractors than the other GCs.

Quick Comparison Table

TypePrimary QuestionSelection CriteriaNegotiation?
RFQ"Who are you?"Experience / TeamYes (Scope)
RFP"How will you do it?"Value + PriceYes (Best & Final)
IFB"How much?"Price OnlyNo