Building a Nonstandard Performance Exhibit for an RFP
Guide RFP leads to obtain reviewed source data when a prospect requests a performance format outside the standard booklet.
A nonstandard performance exhibit often looks like a formatting task until the requested periods do not exist in an approved source. An RFP lead should never derive quarterly results from annual figures or fill a requested table from memory. The prospect needs traceable data, and the firm needs the performance reporting team to approve the exact presentation.
Read the request for period-end dates, return convention, benchmark, gross or net basis, and required template. Compare it with the approved performance booklet. If the request differs, document the gaps and send the precise data specification to the owner of performance data along with the submission deadline and compliance review requirement.
A consultant analyst asks, “Can you calculate the missing quarters from your annual returns?” The RFP lead says, “No. That would not produce a verified quarterly series. If you confirm the exact period ends and calculation basis, I will request the data from the approved reporting source and return it after the required review.” The analyst provides the dates, and the lead logs the question and owner in the response tracker.
During a team drill, put a misleading annual table next to a request for quarterly history. The right answer is not faster arithmetic. Review whether the lead identifies the requested data definition, preserves the source record, and plans enough time for performance and compliance approval before the exhibit is released.
If the prospect changes the requested format late, treat it as a new data request. Reusing an earlier approved table is appropriate only when its periods, return definitions, benchmark, and disclosure basis still match exactly.
Practice these next
Help RFP leads identify a mandate conflict and request a written interpretation before responding.
Guide RFP leads through neutral questions that improve response quality.
Guide RFP leads through a fee form that omits the asset range and service scope needed for an approved quote.
Help RFP leads spot nonstandard legal terms, preserve the prospect's intent, and route review before commitments are made.
Help RFP leads handle a missing control attestation without drafting an unsupported response.
Help RFP leads manage a late reporting request without promising a service the firm has not reviewed.