[GTM glossary](/glossary.txt) Request for information

Sales

# Request for information (RFI)

In short

A request for information (RFI) is a formal questionnaire a buyer sends to potential vendors to learn what products, services, and approaches exist in a market. It gathers information and does not ask for a price commitment.

Buyers use RFIs early, when they are still defining requirements or building a shortlist. For sellers, an RFI is a chance to shape how the buyer thinks about the problem.

## What an RFI usually contains

* **Company background:** Size, locations, customers, and financial stability.
* **Capabilities:** How the product handles listed use cases.
* **Technical and security details:** Integrations, hosting, and compliance practices.
* **Rough pricing model:** Often structure only, not a firm quote.

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## RFI vs. RFP

An RFI collects information to learn and shortlist. A request for proposal (RFP) asks shortlisted vendors for a detailed, priced solution to a defined need. Many RFPs follow an RFI, but not all RFIs lead to a purchase.

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## How to respond to an RFI

### Decide whether to respond

Check fit against your ideal customer profile and whether you have any existing contact at the buyer. Unsolicited, anonymous RFIs from unknown buyers can cost many hours for little return.

### Answer directly and completely

Follow the requested format and answer each question. Reuse an approved answer library to save time and keep claims consistent.

### Use it to learn

Ask the buyer to clarify goals, timeline, and decision makers. A short call often tells you more than the document.

### Aim for the shortlist

Highlight relevant customer examples and set a clear next step.

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## Common mistakes

* **Copy-paste answers:** Generic text signals low effort.
* **Skipping the buyer conversation:** Responding blind reduces your chance to influence requirements.
* **Overpromising:** Anything stated in an RFI can resurface in the contract.

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## Request for information FAQs

**What is a request for information (RFI)?**

An RFI is a formal document a buyer sends to vendors to collect information about their products, services, and capabilities. It is used early in a purchase to understand the market and build a shortlist, without asking for a binding price.

**What is the difference between an RFI and an RFP?**

An RFI gathers general information to educate the buyer and narrow the vendor list. An RFP asks selected vendors for a detailed proposal with pricing against a defined set of requirements. An RFI usually comes first.

**Should you respond to every RFI?**

No. Weigh the fit with your target customers, whether you have a relationship with the buyer, and the effort required. A blind RFI from an unknown buyer can take many hours with little chance of winning.

**How do you write a good RFI response?**

Follow the requested format, answer every question directly, and use accurate approved content. Avoid overpromising, add relevant customer examples, and ask the buyer clarifying questions about goals, timeline, and decision makers.

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## More related phrases

* [Buying criteria](/glossary/buying-criteria.txt)
* [Champion letter](/glossary/champion-letter.txt)
* [MEDDPICC](/glossary/meddpicc.txt)

## Similar phrases

* [Request for proposal (RFP)](/glossary/request-for-proposal.txt)  
A request for proposal (RFP) is a formal document buyers send to vendors, asking for a detailed, priced solution against stated requirements and criteria.
* [Call for proposal (CFP)](/glossary/call-for-proposal.txt)  
A call for proposal is a formal invitation for vendors to submit proposals for a defined project, which the issuer then scores to pick a supplier.
* [Procurement](/glossary/procurement.txt)  
Procurement is the buyer-side function that vets vendors, negotiates price and terms, and manages purchasing, which often adds steps late in a B2B deal.
* [Complex sales](/glossary/complex-sales.txt)  
Complex sales are B2B deals with several decision makers, long cycles, high value, and custom needs, requiring a coordinated multi-threaded approach.
* [Enterprise sales](/glossary/enterprise-sales.txt)  
Enterprise sales is the process of selling complex, high-value products to large organizations, usually with long cycles and many stakeholders.