We’re entering the 2026 RFP season — and most early- to mid-stage companies aren’t prepared for what that actually means.

If enterprise employers are part of your 2026 growth plan, this is when seats at the table are decided.

After participating in more RFPs than I can count over the years, one thing is clear:

It’s not just about having a strong solution. It’s about navigating a competitive, multi-stakeholder process — aligning to CFO and HR priorities, positioning within the employer’s broader strategy, and proving value without overcommitting on pricing or performance guarantees.

What we consistently see?

Many growth-stage companies don’t actually have a defined RFP strategy. They respond to the document — but they’re not running a coordinated plan to win.

In this episode, I sat down with Abinue Fortingo of Brown & Brown to unpack what the RFP process really looks like for jumbo and large employers.