RFP Software is everywhere and for many it can be a blessing in disguise. That said it also comes with a fairly hefty price tag!

Each has their own set of features which can improve a response which is fairly mediocre by asking better questions. While there is a lot of fuss about what it can do for you. Let's discuss what it can't.

1 - EMPATHY

Software can match keywords, but it can’t “read between the lines” of an RFP to spot hidden concerns, political factors, or emotional drivers. A human can adapt the tone, emphasis, and examples to speak to the real pain points.

2 - PROBLEM SOLVING

Software tends to recycle pre-written answers, which can make a bid feel generic. Humans can reframe solutions in innovative ways — positioning your offer so it stands out from every other “compliant” response.

3 - STORY TELLING

Automated content can explain what you do, but rarely why it matters in the buyer’s world. Humans bring context, anecdotes, and case studies that resonate with evaluators.

4 - STRATEGIC "NO BID" DECISIONS

Software assumes every opportunity is worth answering if it fits a filter. Humans can weigh relationships, political landscape, competitor presence, and long-term value before committing time and resources.

5 - DOING THE UNEXPECTED

RFPs sometimes contain ambiguous, contradictory, or incomplete requirements. A human can clarify with the client, interpret the intent, and craft a response that works despite the gaps.

6 - CONTINUOUS IMPROVEMENT

Software can track win/loss data, but it can’t interpret why you lost or adapt messaging creatively based on subtle evaluator feedback. Humans can spot patterns and implement targeted changes. 💡 Positioning tip for your posts & sales conversations: “RFP software can make you faster — but winning still takes human insight. Speed without strategy just gets you to a ‘no’ more quickly.”