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By the People, for the People
Proposal Management Challenges Grow as RFP Volumes Surge
QorusDocs study finds up to 20% of RFPs go unfinished due to resource constraints, putting millions in revenue at risk
Published on Feb. 25, 2026
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As B2B buying becomes more structured and consensus-driven, proposals and RFPs have emerged as a primary driver of revenue for professional services firms. However, a new study from QorusDocs found that growing RFP volumes have driven a 25 to 50% workload spike for proposal teams, leading to up to 20% of RFPs going unfinished due to resource constraints. This gap now shows up directly in revenue risk exposure, with firms missing out on an estimated $1.2 million to $60 million in potential annual revenue.
Why it matters
The shift to more formal, proposal-driven sales processes has elevated the importance of proposal management, but many organizations are struggling to keep up with the increased workload. Inefficiency in this critical revenue-generating function has become a measurable business risk, as large deal sizes, intense competition, and capacity limits collide.
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%. More than four in five respondents (82%) said they win 25 to 75% of new business through RFPs, underscoring the central role formal responses play in revenue generation.
- 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)
What’s next
The next phase of proposal work will be defined by who can integrate AI across people, content, and process to scale without scaling risk. Firms that treat AI as a bolt-on feature will hit a ceiling.
The takeaway
As B2B buying becomes more structured, proposals and RFPs have emerged as a critical revenue driver, but many organizations are struggling to keep up with the increased workload. Inefficiency in this function has become a measurable business risk, underscoring the need for more scalable and automated proposal management processes.
