Rethinking the RFP: Why We’re Introducing the Reverse RFP
When associations go looking for new membership management software, the traditional first step is often to send out a Request for Proposal (RFP). On the surface, it makes sense: you set your requirements, vendors respond, and you choose the best fit.
But here’s the problem, traditional RFPs can be too prescriptive. By defining the “solution” upfront, you may unintentionally close the door to better, more innovative approaches.
At Gecco, we’ve seen it happen too many times.
The Pitfall of Traditional RFPs
We’ve worked with associations that spent months carefully crafting an RFP, shortlisted vendors, and selected a provider. Then, a year or two later, they come to us frustrated. Why?
Because what they thought they wanted didn’t actually meet their needs. It’s the classic case of: “Be careful what you wish for, because you just might get it.”
When you tell vendors exactly what the solution should look like, you only get answers that fit within that box. The trouble is, that box might not contain the best solution for your organisation.
The Innovation Gap
Here’s the key question to ask yourself. How do you know what solutions are out there if you’re dictating the solution yourself?
The membership management landscape has evolved dramatically in recent years. There are smarter, faster, more flexible ways of solving long-standing challenges, ways you may not be aware of if you lock yourself into a rigid feature list.
A traditional RFP can inadvertently stifle innovation. It turns problem-solving into a checklist exercise rather than an opportunity for fresh thinking.
Solutions on Paper Are Not Solutions
Another big limitation of RFPs is that they often reduce everything to words on paper. But let’s be honest, software can’t be properly understood through written descriptions alone.
The way a system looks, feels, and flows in action makes all the difference. A feature that sounds perfect on a requirements list might be clunky or confusing in practice. Conversely, a solution that isn’t even on your radar could transform the way your team and members interact — but you’ll only see that when the software is demonstrated live.
That’s why at Gecco, we put such emphasis on demonstrations tailored to your challenges. It’s the difference between reading a recipe and tasting the meal.
Introducing the Reverse RFP
That’s why we’ve developed a new approach: the Reverse RFP.
Instead of asking you to specify every feature and function, we invite you to describe your challenges, pain points, and desired outcomes. Then, we’ll show you how Gecco can address them, sometimes in ways you might not expect.
The Reverse RFP keeps the focus where it belongs:
- On your organisation’s goals, not a predefined solution.
- On outcomes, not just checklists.
- On innovation, not imitation.
- On seeing real solutions in action, not just words on paper.
Why Associations Benefit
By flipping the RFP process on its head, associations can:
- Discover new possibilities they didn’t know existed.
- See real solutions in action, not just in written promises.
- Avoid costly mistakes from choosing a solution that doesn’t deliver long-term value.
- Encourage true collaboration with providers who can bring fresh thinking to the table.
Moving Forward
At Gecco, we believe your members deserve more than a box-ticking exercise. They deserve solutions that are built around your problems, your goals, and your future.
The Reverse RFP is our way of making sure you get exactly that.
If you’re considering new membership management software, ask yourself: are you really looking for someone to follow your spec sheet, or do you want a partner who can solve problems you may not even have put into words yet?