The Art of Creating a Quality RFP (Steven Jeffery et al.)
Problem
Weak preparation leads to poor procurement decisions.
Action
Review past RFP mistakes and eliminate the practices that caused them.
Outcome
Future RFPs are built on a stronger foundation.
Chapter: Why Don't We Do Quality RFPs?
Problem
An inconsistent process produces inconsistent supplier selection.
Action
Use a defined RFP process from planning through supplier selection.
Outcome
Procurement decisions become more reliable.
Chapter: The Value of an RFP Process
Problem
Missing ownership creates gaps in the RFP.
Action
Assign clear responsibilities to the people who represent key business functions.
Outcome
The RFP addresses business needs more completely.
Chapter: Creating and Maintaining an Effective RFP Team
Problem
Unclear requirements lead to unsuitable proposals.
Action
Gather and validate business, technical, and operational requirements before drafting the RFP.
Outcome
Suppliers submit solutions that better fit your needs.
Chapter: The Importance of Gathering RFP Requirements
Problem
Too many suppliers make evaluation less effective.
Action
Send the RFP only to suppliers that can realistically meet the requirements.
Outcome
You receive higher quality proposals with less evaluation effort.
Chapter: Don't Send Your RFP to Too Many Suppliers
Problem
Poor supplier screening wastes time during the RFP process.
Action
Collect focused information to confirm each supplier's capabilities before issuing the RFP.
Outcome
The RFP is sent to stronger candidates.
Chapter: Principles of an Effective RFI
Problem
Unclear instructions produce inconsistent proposals.
Action
Define the requirements, evaluation criteria, schedule, and response instructions clearly.
Outcome
Suppliers deliver complete and comparable proposals.
Chapter: Creating and Issuing Your RFP
Problem
A full RFP can delay urgent procurement.
Action
Reduce the RFP to the essential requirements when time is limited.
Outcome
The sourcing process is completed more quickly.
Chapter: In a Hurry? Consider a Lean RFP
Problem
Different proposal formats make fair comparison difficult.
Action
Require every supplier to respond using the same proposal format.
Outcome
Proposal evaluation becomes simpler and more consistent.
Chapter: Get Better Results With a Form of Proposal
Problem
Supplier misunderstandings reduce proposal quality.
Action
Hold a pre-proposal conference to answer questions and clarify expectations.
Outcome
Suppliers submit more accurate proposals.
Chapter: The Pre-Proposal Conference
Problem
Subjective evaluations lead to inconsistent decisions.
Action
Score every proposal against the same established evaluation criteria.
Outcome
The best supplier is selected more objectively.
Chapter: Evaluating Your RFP Responses
Problem
Poor negotiations reduce the value of the final agreement.
Action
Use the RFP requirements and proposal commitments as the basis for negotiation.
Outcome
The final contract better supports successful delivery.
Chapter: The Negotiation Phase
Problem
Technology alone cannot replace sound procurement practices.
Action
Apply eSourcing tools within a disciplined RFP process.
Outcome
Technology strengthens procurement results.
Chapter: Can You Just Do eSourcing and Skip the Rest of This Book?