A Guide to Common Solicitation Types

Demystifying Government Solicitations: Understanding RFQs,
IFBs, RFIs, RFQuals, and RFPs

If you're preparing to enter the world of government or corporate contracting, understanding the various types of solicitations is a crucial first step. Each solicitation type has different goals, requirements, and evaluation criteria, and knowing how to approach each one can position your business for success.
​Here’s a breakdown of the most common types of solicitations that small businesses encounter, along with insights and questions to help you assess your readiness.

1. Request for Quote (RFQ)
Purpose: Price-focused procurement for clearly defined products or services.
RFQs are often straightforward. The buyer knows what they want, and your qualifications are typically evaluated through yes/no responses. If you meet the minimum qualifications, your pricing is the key factor.
Tip: Have your pricing strategy tight and competitive. Make sure you understand your cost structure and can submit quotes quickly.
Ask Yourself:

• Do I have standard pricing prepared for my products/services?
• Can I respond to an RFQ within tight timelines?

2. Invitation to Bid (IFB)
Purpose: Price-focused, but with more specific service or product requirements.
IFBs take things a step further. These are more detailed solicitations where qualifications must be met before pricing is evaluated. Common in construction and recurring service contracts.
Tip: Make sure your business meets every qualification listed. Even a minor omission can result in disqualification.
Ask Yourself:

• Do I fully meet the required qualifications and certifications?
• Can I deliver exactly what is being asked for?

3. Request for Qualifications (RFQual)
Purpose: To identify and pre-qualify a pool of vendors for future projects.
This type of RFQ is focused on qualifications only—not pricing. Agencies use it to create a bench of pre-approved vendors for indefinite delivery, indefinite quantity contracts.  These can also be called Bench Solicitations or MATOCs (Multiple Award Task Order Contracts).
Note: Getting on the bench doesn’t guarantee work—but it opens the door.
Tip: Treat this as a visibility opportunity. Stand out with your capabilities and past performance.
Ask Yourself:

• Is my capability statement strong and tailored?
• Do I have a compelling resume for each team member?
• What subcontractors can I bring in to expand my offering?
• Do I have the past performance examples to support my qualifications?

4. Request for Information (RFI)
Purpose: Market research to inform future solicitations.
RFIs are not procurement tools but intelligence-gathering exercises. This is your chance to help shape the upcoming solicitation—by showcasing your expertise and providing insight.
Tip: Participate! Even if no contract is on the table now, your response could influence future requirements.
Ask Yourself:

• Do I have insights or innovations to share that would benefit the agency?
• Can I articulate those insights clearly and professionally?

​5. Request for Proposal (RFP)
Purpose: Complex procurements requiring a detailed technical solution.
RFPs are the most involved and time-consuming. They often place more weight on your technical approach, project team, and past performance than on price alone.  The solicitation is typically focused on solving a problem or achieving a goal.
Tip: Build a proposal library to speed up your response time and ensure consistency.
Ask Yourself:

• Do I have a structured process for writing proposals?
• Have I documented my technical processes and success stories?

Final Thoughts
Understanding the nuances between solicitation types is a key component of becoming a competitive bidder in the public or private sector. As you develop your capability to respond, start small—perhaps with RFQs or RFQuals—and build your confidence.
If you're not sure which type of solicitation best fits your business at this stage, or if you need help developing standard documents like a capability statement, pricing sheet, or past performance portfolio, we’re here to help.

​Need help preparing for solicitations?
We offer one-on-one advising, small group training, and cohort-based programs designed to get you contract-ready.