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By the People, for the People
Proposal Management Challenges Grow as RFP Volumes Rise
QorusDocs study finds up to 20% of RFPs go unfinished due to resource constraints as proposal teams see 25 to 50% workload spikes
Published on Feb. 25, 2026
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As B2B buying has become more structured and risk-averse, proposals and RFPs have become a primary driver of revenue at professional services firms. However, growing RFP volumes have driven a 25 to 50% workload spike for proposal teams, with up to 20% of RFPs going unfinished due to resource constraints.
Why it matters
Proposal operations have emerged as a critical lever to protect margins and capture growth, as AI disrupts the traditional billable-hour model and prompts corporate clients to question fees. Inefficiency in proposal management now shows up directly in revenue risk exposure, as a growing share of revenue decisions move through formal RFPs.
The details
The QorusDocs 10th Annual Proposal Management Survey found that 68% of respondents reported year-over-year increases in proposals, and 63% said they responded to more RFPs. Most growing firms added 6-10 new proposals or RFPs per month, while the average response still takes 6-10 days and nearly a third (31%) say 21 or more people are regularly involved in responses. As a result, most organizations saw workloads spike between 25 and 50%.
- The QorusDocs 10th Annual Proposal Management Survey was conducted in 2026.
The players
QorusDocs
A leader in AI-powered value and proposal management software.
Ray Meiring
CEO of QorusDocs.
What they’re saying
“Time, not intent, has become the primary constraint for modern proposal teams. Organizations believe in formal pursuits and see clear revenue upside, but many simply can't respond to everything that hits their desk-and that gap now shows up directly in revenue risk exposure.”
— Ray Meiring, CEO (QorusDocs)
“The next phase of proposal work won't be defined by who uses AI, but by who turns AI into a coordinated system. Firms that integrate AI across people, content and process will be able to scale without scaling risk; those that treat it as a bolt‑on feature will hit a ceiling.”
— Ray Meiring, CEO (QorusDocs)
What’s next
The QorusDocs study highlights the growing importance of proposal management and the need for organizations to adopt scalable, AI-powered solutions to streamline their proposal processes and capture more revenue opportunities.
The takeaway
As B2B buying becomes more structured and risk-averse, proposal management has emerged as a critical function for professional services firms to protect margins and drive growth. However, the surge in RFP volumes has created significant capacity challenges, exposing firms to millions in potential revenue loss if they cannot respond effectively.
