After reviewing hundreds of RFI responses from both sides of the table, patterns emerge. These five mistakes are the most common — and the most avoidable. If your community is losing projects at the RFI stage, chances are one or more of these is the reason.
1. Answering Questions That Weren't Asked
The RFI asks for specific information. When communities pad their response with 40 pages of marketing material, chamber of commerce brochures, and quality-of-life statistics that weren't requested, it signals that they either didn't read the RFI carefully or are trying to compensate for gaps in the actual data requested.
2. Vague Utility Information
“Utilities are available” is not an answer. Site selectors need to know: what's the available capacity at the meter? What's the rate structure? What's the timeline for extension if utilities aren't at the site? Who's the provider and what's their capital improvement plan? Vague answers get communities eliminated.
3. Overpromising on Timeline
If your site needs 12 months of infrastructure work before construction can begin, say so. Communities that claim “shovel-ready” status and then reveal timeline issues during due diligence don't just lose that project — they lose credibility for future opportunities.
4. Missing the Workforce Question
Providing census data and unemployment rates is not a workforce response. Companies want to know: can I hire 200 machine operators at $22/hour within a 30-minute commute? What does the training pipeline look like? What's the competition for this labor pool? Get specific or get eliminated.
5. No Single Point of Contact
When a site selector has follow-up questions, they need one person who can either answer or quickly route to the right expert. RFI responses that list five different contacts for different topics signal organizational fragmentation — which is a proxy for execution risk.
The Bottom Line
RFI responses are your community's first impression with a site selector. Treat them like a job interview, not a marketing opportunity. Be specific, be honest, and answer what was actually asked.
Want us to review your RFI response process?
Start a Conversation