In the world of glass distribution, missing a request for quotation (RFQ) deadline can have long-term consequences—especially on large commercial or government projects. This blog breaks down an incident where a single missed deadline cost a distributor more than just a contract.
The Incident: Multi-Campus Education Project Lost Due to RFQ Failure
A US-based glass distributor was invited to submit pricing for a multi-campus school construction project. The scope included over 30,000 square feet of laminated safety glass across five locations. The RFQ was sent during a holiday period and routed to a shared inbox. It sat unread for six days.
By the time the sales team responded, the client had already moved forward with a competing quote. The distributor never got a second chance to bid.
Root Causes
No automated tracking for inbound RFQs
No backup or escalation system for time-sensitive requests
The sales team was short-staffed and lacked visibility into strategic account priorities
Consequences
Immediate loss of a $1.4M contract
Loss of a preferred vendor relationship with a major regional general contractor
Internal sales performance review triggered, resulting in process restructuring
What Changed
Automated RFQ Intake & Prioritization
All RFQs now flow through a CRM-integrated form that flags value and urgency.
Dedicated RFQ Coordinator Role Added
A sales support position ensures every inbound quote is triaged within 2 business hours.
Client Watchlist Built
High-value clients and key project categories now receive daily monitoring and routing to sales leaders.
Lesson Learned
RFQs are not just opportunities—they’re tests of readiness. Every missed quote signals a bigger issue in operational agility.
