The verdict in three sentences
A web RFP is won or lost on the scoring grid: without weighting written before responses arrive, the purchase becomes an indefensible gut call. 2026 best practice consults 3 to 6 agencies, allows 3 to 4 weeks to respond, and scores on a grid where price weighs 30 % at most. An objective grid cuts the risk of re-tendering and secures your recommendation to management.
The weighted scoring grid
Weighting translates your priorities. For a B2B site meant to generate leads, don't let price crush methodology and sector references.
| Criterion | Weight | What you assess |
|---|---|---|
| Price | 30 % | Line-by-line quote, day rate |
| Methodology | 20 % | Scoping, sprints, testing |
| Sector references | 15 % | Verifiable B2B projects |
| Technical skills | 15 % | Stack, performance, security |
| SEO & performance | 10 % | SEO plan, LCP < 2.5 s |
| Timeline | 10 % | Realistic plan, buffers |
Score each criterion 0 to 5, multiply by the weight, sum to 100. A gap under 5 points between two finalists justifies an extra pitch rather than a price-based choice.
Cadence, budget and knock-out questions
Logistical parameters frame the quality of responses. Too many agencies dilutes your analysis time; too few weakens competition.
| Parameter | 2026 range | Note |
|---|---|---|
| Agencies consulted | 3 to 6 | 4 is the sweet spot |
| Response window | 3 to 4 weeks | < 2 weeks deters the good ones |
| Project budget | EUR 20,000-50,000 | Full B2B redesign |
| Finalist pitches | 2 to 3 | 45-60 min each |
| Decision window | 2 to 3 weeks | After pitches |
Some answers must be knock-outs: refusal to hand over code ownership, no B2B reference, no performance commitment, undeclared offshore subcontracting, or a fixed-price quote with no detail. Drop them without hesitation.
Mini case study
Thierry, procurement director at a Lyon industrial group, consults 5 agencies for a redesign with a target budget of EUR 35,000. Two respond late, one refuses to hand over the code: eliminated. The two finalists score 78/100 and 74/100 on the grid. The pitch decides it on testing methodology. Cost of the RFP process: about 4 procurement person-days, for a better-scoped project and a negotiated price gap of 6 % on the winner — around EUR 2,000 saved.
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FAQ
How many agencies should I consult?
Between 3 and 6, with 4 as the sweet spot. Beyond that, your analysis time per file drops below a serious threshold and you risk deterring the best agencies, who invest several days in a response.
Should price be the main criterion?
No. Cap it at 30 % of the score. On a lead-generating B2B site, methodology and sector references predict ROI better than the price gap between finalists.
Should I disclose the budget in the RFP?
Giving a range (e.g. EUR 20,000-50,000) saves everyone time and avoids off-target responses. Hiding the budget produces unusable quotes.
How long should agencies get to respond?
3 to 4 weeks. Under 2 weeks, only agencies recycling a generic proposal will respond, at the expense of scoping quality.
How should I run the pitches?
Limit to the 2-3 finalists, 45 to 60 minutes, with the same jury and a shared grid. Ask for a concrete case (e.g. an SEO migration plan) rather than a sales pitch.
Let's scope your project. You are preparing a B2B redesign RFP (EUR 20,000-50,000): we respond with a line-by-line quote, a dated timeline and verifiable sector references. Detailed quote within 48 h. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
