RFP vs Strategic Fit: What Actually Works?
If selecting a consultant matters, the process you use matters even more.
Here’s why organizations rely on Strategic Fit to choose the right partner.
The Problem with Traditional RFPs
RFPs have their place, but choosing the right consultant requires more than written answers.
Common RFP limitations:
rewards polished writers, not effective advisors
encourages performance instead of authenticity
forces consultants into scripted content
misses real compatibility
produces finalists who all sound the same
And worst of all:
RFP’s don’t surface the human factors that determine long-term success.
What Organizations Actually Need
A partner, not a proposal.
Leaders want:
advisors who understand them
ideas that fit the business
trust when decisions are hard
chemistry that makes collaboration easier
RFPs weren’t designed for evaluating this.
Strategic Fit is.
RFP
Written answers
Rehearsed presentations
Generic capabilities
Pressure to sell
Looks fair, feels rigid
High risk of mismatch
Strategic Fit vs RFP
Strategic Fit
Real conversations
Authentic insight
Fit, chemistry, alignment
Space to think together
Feels fair, is fair
High confidence in choice
Because relationships—not proposals—drive performance.
You see the real team, not the sales team
Issues, expectations, and scope are discussed openly
Cost becomes clear and comfortable
HR/Finance/Procurement get aligned early
The best partner becomes evident—without pressure
“Trust is like the air we breathe. When it’s present, nobody really notices; when it’s absent, everybody notices”
When to Use Strategic Fit
Use Strategic Fit when:
choosing a new H&W, global benefits, or TR consultant
evaluating if the ‘grass is greener’ or not
resetting a strained relationship
preparing for contract renewal
aligning HR, Finance, and Procurement