Comment by frommers

I think the first step is to create a process or set of guidelines for which of these "requests" are worth pursuing. If you can quickly decide if a projects are worth pursuing you will cut down on a lot of wasted emails and only be left with projects that would be a win for your team. After deciding a project is worthwhile I have found that the best way to actually go from a RFP to a client is to develop a relationship with them. Ask for a in person meeting if they are local and if they aren't request a Skype call. Many people respond to you attempting to create that personal relationship and showing that you care about your clients and work. Many people just don't do this anymore and rely too heavily on email, building the offline relationship is still the key to creating new sales opportunities IMO.