Before issuing an RFP, procurement should ask what business problem needs solving, who will make the decision, which requirements are essential, and how success will be measured. Teams should also clarify budget, timing, lifecycle costs, risk requirements, and supplier capabilities. Answering these questions first helps prevent unclear specifications and proposals that cannot be compared on the same basis.

At ProcureCon West, Alberto Lopez, Director of Procurement at bioMérieux, described using a request for information to establish a shared understanding with unfamiliar suppliers: "We exchange information first." He explained that this initial contact helps his team narrow the supplier field before inviting proposals. The conversation emphasized how early dialogue can clarify supplier capabilities and prepare a better-informed competition.

The 2026 ProcureCon Insights State of Procurement Report found that 39% of respondents say procurement enters after suppliers have already been identified. This finding underscores the importance of clarifying requirements and exploring the supplier market before sourcing choices become constrained.

Category managers, sourcing managers, and procurement operations teams should create a short discovery brief before drafting an RFP. Confirm the business outcome, decision makers, nonnegotiable requirements, evaluation criteria, and total-cost assumptions with stakeholders. Then use supplier conversations or an RFI to test feasibility, resolve gaps, and determine whether an RFP is the right next step; document relevant findings so invited suppliers receive a consistent basis for their proposals.

Join us at ProcureCon West to compare how procurement leaders use stakeholder discovery and supplier engagement to build clearer requirements and stronger sourcing processes.