RFPs in Saudi Arabia: Why Many Fail, and How to Align with Vision 2030

In the world of public procurement, especially within Saudi Arabia’s Vision 2030 framework, the RFP (Request for Proposal) process is no longer a formality. It is a strategic gateway. Many global and local investors are finding themselves locked out and unsure why.

The usual narrative blames bureaucracy, vague scopes, or tough competition. But from what I’ve seen across projects and discussions in the Saudi market, the real reasons often lie elsewhere. The root causes are misalignment, lack of context, or misunderstanding how local procurement decisions are made.

Here’s a closer look at why RFPs fail in Saudi Arabia, and what investors should pay attention to when drafting one that stands a real chance.

1. Misreading the Local Content Imperative

Saudi Arabia’s focus on local content is not a formality or a number to hit. It is a core priority. Many proposals lose traction because they bring strong global credentials but offer little in terms of actual localization. The Local Content and Government Procurement Authority (LCGPA) does not want generic or imported solutions. It wants proposals that build Saudi capability, create jobs, and transfer know-how.

Advice to bidders: Build real local partnerships. If you don’t have a Saudi arm, establish one. If you want to be taken seriously, prove your commitment through tangible actions involving Saudi suppliers, talent, and value chains.

2. Copy-Paste Profiles Without Local Relevance

A common mistake is recycling a previously successful proposal from another market with slight edits. That may work elsewhere, but it won’t work here.

Procurement reviewers are looking for alignment with national priorities. This includes employment of Saudis, technology localization, sustainability contributions, and long-term capacity building. A profile that doesn’t speak this language is seen as disconnected or irrelevant.

Advice to bidders: Don’t tell your global story. Tell your Saudi story. What impact will you have here, now, and long term?

3. Confusing Fair Pricing with Low Pricing

Many assume that winning comes down to offering the lowest price. That’s a false assumption.

In today’s Vision 2030 landscape, procurement is based on value, not just cost. Yes, pricing must be competitive and transparent. But more importantly, the evaluation process looks at national return on investment, strategic alignment, and total lifecycle value.

Advice to bidders: Make your pricing part of your strategy. Show how your price reflects added value for the Saudi economy, including indirect benefits like workforce development or infrastructure growth.

4. Overlooking What Fits the Saudi Context

Saudi Arabia is a unique market. It has its own rules, rhythms, and expectations. Even highly capable firms fail because they do not take the time to understand the local process or cultural context.

Whether it's document language, local approvals, or expectations around delivery, misunderstanding these factors can delay or derail your proposal.

Advice to bidders: Don’t guess your way through it. Involve Saudis in your team. Hire local consultants. Speak the language, both literally and strategically.

5. Minimal Engagement Before or After the RFP

Too many investors treat the RFP as a cold submission process. In Saudi Arabia, that approach rarely works.

The strongest bids come from companies that engaged early, understood the project goals, asked questions, and stayed involved after submission. Passive bidding is often seen as low interest, and in many cases, it backfires.

Advice to bidders: Be active before, during, and after. If you're serious about winning, prove it through engagement, responsiveness, and flexibility.

Summary Tips

Final Thought: Strategy First, Documents Second

Vision 2030 is more than a national plan. It is a guiding lens used to evaluate partners, projects, and proposals. Your RFP must clearly support the country’s transformation goals. If your proposal cannot explain how it contributes to national progress, whether in local talent, technology, sustainability, or economic impact, then it is not aligned.

So why do RFPs fail in Saudi Arabia? Not because the bar is too high. The reality is that many proposals are written for another context, or for another time, or without understanding what really matters here.

Want to improve your chances in the Saudi market? Start by aligning your offer with the vision, not just the contract requirements. That is where real success begins.