47 Proposal Statistics You Need to Know [2026 Data]
The latest data on proposal win rates, response times, and what separates top performers from the rest.
How does your proposal process compare to the best in the business?
We compiled the latest proposal and RFP statistics from industry surveys to help you benchmark your performance and identify opportunities for improvement.
Key Proposal Statistics at a Glance
Proposal Win Rate Statistics
Average Win Rates
| Metric | Rate |
|---|---|
| Overall average win rate | 45% |
| Top performer win rate | 75%+ |
| Bottom performer win rate | 40% |
| Solicited proposals | 47% |
| Unsolicited proposals | 18% |
Source: RAIN Group, Loopio RFP Benchmark Report 2025
Win Rates by Company Size
| Company Size | Win Rate |
|---|---|
| Enterprise (5000+ employees) | 49% |
| Mid-Market (500-4999) | 46% |
| Small Business (50-499) | 45% |
| Small (under 50) | 42% |
Larger companies win more often, but not by as much as you'd think. Process matters more than size.
Win Rates by Industry
| Industry | Win Rate |
|---|---|
| Non-Profit/Government | 50% |
| Healthcare | 47% |
| Financial Services | 46% |
| Professional Services | 45% |
| Manufacturing | 44% |
| Technology/Software | 38% |
Tech companies have the lowest win rate despite (or because of?) high volume.
Proposal Response Time Statistics
Time Spent on Proposals
| Metric | Hours |
|---|---|
| Average time to complete a proposal | 25 hours |
| Top performers' average time | 29 hours |
| Bottom performers' average time | 21 hours |
Counterintuitive: top performers spend MORE time per proposal, but win significantly more often. Quality over quantity.
Speed to Send
| Time to Send | Impact on Win Rate |
|---|---|
| Within 24 hours | +60% higher close rate |
| Within 48 hours | +40% higher close rate |
| Within 1 week | Baseline |
| Over 1 week | -25% lower close rate |
Speed matters. A good proposal today beats a perfect proposal next week.
Response Rate by Follow-Up
| Follow-Up Strategy | Response Rate |
|---|---|
| No follow-up | 18% |
| 1 follow-up | 35% |
| 2-3 follow-ups | 50% |
| 4+ follow-ups | 65% |
Most deals are won (or lost) in the follow-up.
Proposal Volume Statistics
Annual Proposal Volume
| Company Size | Proposals Per Year |
|---|---|
| Enterprise | 266 |
| Mid-Market | 186 |
| Small Business | 142 |
| Average (all sizes) | 153 |
Volume Trends
- Organizations respond to 153 proposals per year on average (down from 175)
- Companies are becoming more selective about which opportunities to pursue
- Win rates have increased as volume decreased (quality over quantity)
Proposal Software Statistics
Adoption Rates
| Metric | Percentage |
|---|---|
| Companies using proposal software | 47% |
| Top performers using proposal software | 69% |
| Bottom performers using proposal software | 23% |
Impact of Proposal Software
| Metric | With Software | Without Software |
|---|---|---|
| Proposals completed per year | 196 | 153 |
| Average win rate | 51% | 42% |
| Time to create proposal | 18 hours | 32 hours |
| Client response time | 3 days | 7 days |
Teams using proposal software:
- Complete 43 more proposals per year
- Win 9% more often
- Spend 44% less time per proposal
- Get responses 2x faster
Proposal Content Statistics
What Clients Read First
| Section | % Read First |
|---|---|
| Pricing | 42% |
| Executive Summary | 28% |
| Scope/Deliverables | 18% |
| Timeline | 7% |
| About Us | 5% |
Takeaway: Make your pricing easy to find and your executive summary compelling.
Proposal Length
| Length | Win Rate |
|---|---|
| 1-2 pages | 38% |
| 3-5 pages | 48% |
| 6-10 pages | 45% |
| 11-20 pages | 42% |
| 20+ pages | 35% |
The sweet spot is 3-5 pages for most proposals. Long enough to be thorough, short enough to be read.
Elements That Increase Win Rates
| Element | Impact on Win Rate |
|---|---|
| Case studies/social proof | +27% |
| Multiple pricing options | +22% |
| Clear ROI calculation | +19% |
| Digital signatures | +18% |
| Custom (not templated) content | +15% |
| Video content | +12% |
| Interactive elements | +10% |
Pricing Statistics
Pricing Strategy Performance
| Strategy | Win Rate |
|---|---|
| Value-based pricing | 52% |
| Tiered pricing (3 options) | 48% |
| Single price | 42% |
| Hourly/time-based | 38% |
Option Selection (When 3 Tiers Offered)
| Tier | Selection Rate |
|---|---|
| Premium (highest) | 22% |
| Standard (middle) | 56% |
| Basic (lowest) | 22% |
Most clients pick the middle option. Structure your tiers accordingly.
Discount Requests
- 67% of clients ask for a discount
- 23% of sellers hold firm on price
- Sellers who hold firm and reduce scope maintain 3x higher margins
E-Signature Statistics
E-Signature Impact
| Metric | Paper Signatures | E-Signatures |
|---|---|---|
| Average time to sign | 5.2 days | 0.5 days |
| Completion rate | 78% | 94% |
| Cost per signature | $8.00 | $0.50 |
Proposals with e-signatures close:
- 10x faster
- 21% more often
- At 94% lower cost
E-Signature Adoption
- 89% of businesses now accept e-signatures
- 72% prefer e-signatures over paper
- Legal in 180+ countries
Follow-Up Statistics
Follow-Up Frequency
| Number of Follow-Ups | Deals Closed |
|---|---|
| 0 | 2% |
| 1 | 8% |
| 2 | 15% |
| 3 | 25% |
| 4 | 35% |
| 5+ | 80% |
80% of deals require 5+ follow-ups. Most salespeople give up after 2.
Best Time to Follow Up
| Day | Response Rate |
|---|---|
| Monday | 22% |
| Tuesday | 28% |
| Wednesday | 26% |
| Thursday | 24% |
| Friday | 15% |
| Weekend | 5% |
Tuesday morning is the best time for proposal follow-ups.
Follow-Up Channel Effectiveness
| Channel | Response Rate |
|---|---|
| Phone call | 34% |
| 28% | |
| LinkedIn message | 19% |
| Text message | 18% |
Phone still wins, but most people only email.
Top Performer Insights
What Top Performers Do Differently
| Practice | Top Performers | Average Performers |
|---|---|---|
| Use proposal software | 69% | 35% |
| Include case studies | 94% | 61% |
| Customize each proposal | 88% | 52% |
| Follow up 3+ times | 91% | 44% |
| Send within 24 hours | 78% | 34% |
| Use e-signatures | 85% | 48% |
| Track proposal opens | 76% | 29% |
| Include video | 42% | 12% |
Time Allocation (Top Performers)
| Activity | % of Time |
|---|---|
| Discovery/understanding needs | 35% |
| Customization | 25% |
| Pricing strategy | 20% |
| Writing/formatting | 15% |
| Review/polish | 5% |
Top performers spend more time understanding the client and less time on formatting.
Key Takeaways
Speed wins
Proposals sent within 24 hours close 60% more often
Follow up relentlessly
80% of deals require 5+ touches
Use software
Teams with proposal tools win 9% more often
Keep it focused
3-5 pages is the sweet spot
Show proof
Case studies increase win rates by 27%
Offer options
Tiered pricing boosts close rates by 22%
Go digital
E-signatures close 21% more deals, 10x faster
Improve Your Proposal Win Rate
Join the 69% of top performers using proposal software.
OpenProposal helps you send proposals faster, track when they're opened, get e-signatures instantly, collect payment on signing, and win more deals.
Try OpenProposal FreeData sources: Loopio RFP Benchmark Report, RAIN Group Sales Research, DocuSign Business Impact Study, Proposify State of Proposals Report. Last updated January 2026.