Description
various sections in request for proposal. It explains typical sections of RFP. It also embeds RFP templates. It also lists down the important tricks on RFP.
RFP (Request For Proposal)
.
Request For Proposal
?
The acronym RFP stands for Request for Proposals. So, what is a request for proposal?
Definition of a Request for Proposal ? A request for proposals (RFP) is basically a publication of detailed requirements by a prospective buyer in order to receive vendor offerings.
Request for Proposal
Usually dedicated to software evaluation, comparison, and selection, a request for proposal may be issued to select any kind of products (tangibles) and services (nontangibles). ? RFP publication is an efficient tool to gather solution capabilities, which are then put into a decision matrix allowing the selection of the solution that best fits the requirements.
?
Request for Proposal
Thus, the RFP is seen as the bridge between expressed needs and solutions sought. ? RFP is also known as: request for proposals, request for bids, request to bid, invitation to bid, ITB, invitation to tender, ITT, invitation for bids, IFB,
?
RFP Template
?
Writing Request for proposal is a tricky job
? How
to let providers propose creative, relevant, and cost-effective solutions by focusing on the end, not the means
Typical RFP sections
? Table of Content: 1. Structure of an RFP
1.1. Key sections of an RFP 1.2. Statement of Purpose 1.3. Background Information 1.4. Scope of Work 1.5. Outcome and Performance Standards 1.6. Deliverables 1.7. Term of Contract 1.8. Payments, Incentives, and Penalties 1.9. Contractual Terms and Conditions 1.10. Requirements for Proposal Preparation 1.11. Evaluation and Award Process 1.12. Process Schedule 1.13. Points of contact for future correspondence
Key sections of an RFP
? Identify
all the key common sections of an RFP you should include by simply answering each and any of the questions
Why? Who? What? How? and When?
Key Questions: Why?
? WHY?
?
Why does your organization need to buy a new solution? Answering this question allows you to create the section called Statement of Purpose
?
Key Questions: Who?
? ?
WHO? Provide a brief description of your organization. This information will become the Background information
?
Key Questions: What?
WHAT? What is the nature of your project? What are the needs? What are the expected outcomes? Answering these questions allows you to complete the following sections: ? Scope of Work ? Outcome and Performance Standards ? Deliverables
?
Key Questions: How?
?
HOW? How will proposals be evaluated and the best matching solution selected? What is the contract? What kind of information and documents do you expect to receive from providers? This information will be used for the sections:
? Term
of Contract ? Payments, Incentives, and Penalties ? Contractual Terms and Conditions ? Requirements for Proposal Preparation ? Evaluation and Award Process
Key Questions: When?
?
WHEN? When to submit questions, proposal? When the decision will be taken? What is the whole selection process timeframe? Who are the people responsible for evaluating proposals? For taking the final decision? Answering these questions allows you to populate both sections Process Schedule, and Points of contact for future correspondence.
?
Key sections of an RFP
Key sections of RFP:
?
Why? Reasons why your organization need to buy a new solution. Who? Description of your organization. What? Nature of your project. How? Contract. Information needed from suppliers. Proposal evaluation criteria. Contract award criteria. When? Selection process timeframe and deadlines. Persons to contact. Ask these questions to yourself or discuss these question as a group to come up with RFP contents or requirement
?
?
?
?
Common Sections of an RFP #1
?
?
Statement of Purpose
Describe the extent of products and services your organization is looking for, as well as, the overall objectives of the contract.
Common Sections of an RFP #2
?
?
Background Information
Present a brief overview of your organization and its operations, using statistics, customer demographics, and psychographics. State your strengths and weaknesses honestly. Don't forget to include comprehensive information on the people who will handle future correspondence.
Common Sections of an RFP #3
?
?
Scope of Work
Enumerate the specific duties to be performed by the provider and the expected outcomes. Include a detailed listing of responsibilities, particularly when sub-contractors are involved.
Common Sections of an RFP #4
?
?
Outcome and Performance Standards
Specify the outcome targets, minimal performance standards expected from the contractor, and methods for monitoring performance and process for implementing corrective actions.
Common Sections of an RFP #5
?
?
Deliverables
Provide a list of all products, reports, and plans that will be delivered to your organization and propose a delivery schedule.
Common Sections of an RFP #6
?
?
Term of Contract
Specify length, start date and end date of the contract, and the options for renewal.
Common Sections of an RFP #11
?
?
Process Schedule
Clearly and concisely present the timeline for the steps leading to the final decision, such as the dates for submitting the letter of intent, sending questions, attending the pre-proposal conference, submitting the proposal, etc.
Common Sections of an RFP #7
?
?
Payments, Incentives, and Penalties
List all the terms of payment for adequate performance. Highlight the basis for incentives for superior performance and penalties for inadequate performance or lack of compliance.
Common Sections of an RFP #8
?
?
Contractual Terms and Conditions
Attach standard contracting forms, certifications, and assurances. You may include requirements specific to this particular contract.
Common Sections of an RFP #9
?
?
Requirements for Proposal Preparation
A consistent structure in terms of content, information, and documents types simplifies things for the people evaluating the proposals. Therefore, you should request a particular structure for the proposal and provide an exhaustive list of documents you want to receive.
Common Sections of an RFP #10
?
?
Evaluation and Award Process
Lay down the procedures and criteria used for evaluating proposals and for making the final contract award.
Common Sections of an RFP #12
?
?
Contacts
Include a complete list of people to contact for information on the RFP, or with any other questions. Incorporate their name, title, responsibilities, and the various ways of contacting them into this list.
RFP Templates
?
Template 1
?
Template 2
?
RFP for FoodCourt
Fuzzy RFP
?A
fuzzy RFP is not always bad news.
? If
the potential client fails to tell you what they want (or, don't want) it could mean they simply don't know what they want or don't want. gives you a lot more proposal flexibility.
? This
Fuzzy RFP
? If
you get stuck, but need to look as though you know what you're doing, one needs go with generic proposal that could help. The sequence can be arranged in any order you'd like, but the following is typical.
RFP Response
? Responding
to an RFP can be a delicate balancing act. Some of them are about as useful as a deck of Tarot cards when it comes to providing solid information on which to build a new business pitch. ? Asking for clarification may only force the potential client into an awkward extension of the confusion that prompted your call in the first place.
RFP Response Section #1
Executive Summary:
A one page abstract of key points. Two pages if you must. ? Something that leaves readers sufficiently intrigued to keep reading if they can; or, feel they know what you're about if they can't or won't.
?
RFP Response Section #2
Table of Contents
? ?
?
Make it easy for readers to understand what you're covering, and how to find it fast. If the RFP uses specific terms to define mandatory response areas, use the same language even if it's wrong. Be careful and consistent with your paragraph and page numbering. Should you write, "More details can be found in Appendix B" make sure there really is an Appendix B.
RFP Response Section #3
The Introduction
?
This can take many forms, e.g.
? "this
opportunity to share our creative thinking with you..." ? "our goals and objectives for this proposal are..." ? "in the pages that follow you'll find our thoughts about..."
?
Introductions are often included simply because it's always assumed that RFP responses should have introductions. Many are pro forma and add little to the overall proposal
RFP Response Section #4
Who We Are…
?
?
The obligatory credentials summary: Time in business, major strengths, important clients, special facilities, relevant jobs, creativity awards, URLs you've completed, etc. And use a running header and/or footer so your company name and contact info appear on every page.
RFP Response Section #5
Management Snapshots
Most potential clients like to know who's running the place they may give their business to. ? Short bios on your CEO, creative director, executive producer, and key VPs go here. ? Punch up skill areas that compliment client products and services.
?
RFP Response Section #6
Staff
Often called your production team ? this section talks up the personnel power you're going to provide: Account execs, graphic designers, writers, programmers, photographers, producers, and associated technicians.
?
RFP Response Section #7
Client Credits
Client names, supported by short project profiles: sometimes expanded to include case histories of one or two jobs that fit the RFP. ? Often a good spot for problem/ solution examples.
?
RFP Response Section #8
Strategic Alliances
Everybody's got 'em. ? Clients expect them. ? Clarify how each will contribute to the project. ? Make it clear these alliances are active partnerships, not just letterhead logos.
?
RFP Response Section #9
Getting Creative – Make solution happen
? ? ? ?
Okay, it's show time! One page or 20, this section could mean the job! First, address RFP specifics (if you can figure them out). Then, add whatever else you've got that will boost your shot, e.g. marketing ideas, Internet plug-ins, sound/ video, database management, Flash files, whatever.
RFP Response Section #10
Redundancy
Not every potential client will read every page in the exact order you planned. ? Or, if they do, continuity can be broken by lunch breaks, phone calls, and weekends. ? So repeating (rewording) essential proposal points across several sections is often a good idea.
?
RFP Response Section #11
Facilities ? Got some sophisticated hardware and software in the back room? Play it up. ? Some clients are techies at heart, and they love this stuff. ? Even when they don't know what it all means or does. ? Talk about Video Conferencing, Lab facilities, BDR plans, Security aspects
RFP Response Section #12
Here is How we Work
?
Describe the major steps in your preparation and production process – design to delivery – with frequent reference to phrases such as "client reviews," "feedback meetings," "approval stages," "beta testing," "user training" and "ongoing evaluation."
RFP Response Section #13
Closing
Many readers may not get this far, or read it if they do. ? Make it short! ? Recap key points and sign off.
?
RFP Response Section #14
Anticipating Resource collection
?
?
During the final days of preparing an RFP response it often becomes painfully clear that key resources you're counting on – files, graphics, testimonials – are scattered around and have yet to be pulled into the proposal. If third-parties are involved, and you need clearances or permissions, get started as soon as you can.
RFP Response Section #15
Addendum and Transmission
Use this section for budget estimates, production timeline, graphic samples, interface repros, flowcharts, etc. ? Spend a few bucks on decent proposal binders. ? Many producers include a CD. ? Sending at least three duplicate, bound copies is advisable
?
RFP Response Section #16
Stretching Delivery Dates
?
? ?
?
?
RFP preparation is always late. So e-mail has given vendors additional fine-tuning time. But send the client a sample, first. You don't want to find out later they couldn't open those great graphics or PDF files you included. Then, confirm delivery by phone. Don't just rely on returnreceipt notices. If you rely on e-mail, alone, you're assuming the client will make copies for in- house distribution. A famous final assumption! Some vendors put (password protected) RFPs and/or PDF files on their websites. Or, they follow up with a Q&A teleconference. By and large, however, these modes usually reinforce traditional printed proposals. A well designed print piece, in an attractive binder, has no downtime, bandwidth, or viewing location requirements.
Tool based response system
?
How it works
? ? ?
?
?
?
?
Software analyzes your RFP for every question and requirement It compiles them into a database and also dynamically learns if questions are new Select the best answers from a list of high-probability matches. You then can further modify your responses and refine or expand your searches to ensure that each question is optimally answered. New answers can be added to the database quickly and easily. Automatically creates a professional RFP response — including cover letter, title page, table of contents, compliance matrix, the questions and answers — Microsoft Word or Excel document based on the template that you choose based on requirement
Useful tricks
? ? ?
?
?
?
Understanding the audience for the response Understand the competition and establish the "differentiating" message for the response. Create a "theme" for the response, and then make sure to repeat the theme throughout the response—sort of like a mantra It is essential to balance detail with the cogency of the response. key aspect of creating a winning response is presenting information in a format that makes it easy for the reviewer to absorb the essential message by scanning Margin notes, tables, figures, and key message boxes are tricks that can be utilized to get the message across quickly and easily
Useful tricks
? ? ? ?
? ?
Create a template and a ?proposal response team? that has experience in responding to complex RFPs. Lessons learned from past responses should be referred and processes should be updated continuously Create a review team with members not involved in writing response A well-managed library of responses will shorten the time frame for response and create consistency without having to reinvent the wheel each time Use professional writers and editors in reviewing and improving the response. Recommend utilizing American editors to make sure that the response is in ?American English.?
Comments on Responses
?
?
?
? ? ? ? ?
Not understanding the audience for the response Difficult to clearly understand the value offering presented. The very companies that were touting their quality programs and lofty certifications had typos, incomplete response sections, and poor language construction Indian service providers treat the RFP response like an essay question on an exam. The response to a certain question gets so detailed that the reader loses patience or the point of it It seems that the respondents are showing off their intelligence but not their knowledge or experience Most responses are pulled together at the last minute and it's reflected in the final output. Off-shore service providers, who have deep technical knowledge and savvy, do not produce a response that utilizes the very technology that they are selling
RFP Response Summary
?
?
In summary, creating an RFP response is, and should be, easier than implementing a complicated system, migrating a business process or managing large volumes of transactions. A well-constructed response, with a differentiating theme, will help you stand out among the competition, and get you to bat.
Then, and only then, can you score the home run!
They Selected someone else
?
?
?
And finally, don't fall on your sword if you lose the job! There could be a dozen reasons your proposal didn't make the cut – none of which have anything to do with your proposal. You could have been one of 10 who responded, but the client only got around to reading seven proposals. Some companies already know who they're going to use; but they had to get multiple estimates to make the purchasing department happy.
Thank You…
? Thank
You..
Decision Matrix Activity
?
Use COWS method to arrive at decision
?C
Criteria. Develop a hierarchy of decision criteria, also known as decision model. ? O Options. Identify options, also called solutions or alternatives. ? W Weights. Assign a weight to each criterion based on its importance in the final decision. ? S Scores. Rate each option on a ratio scale by assigning it a score or rating against each criterion
Decision Metrics
?
A decision matrix allows decision makers to structure, then solve their problem by:
? specifying
and prioritizing their needs with a list a criteria; then ? evaluating, rating, and comparing the different solutions; and ? selecting the best matching solution
doc_761323323.ppt
various sections in request for proposal. It explains typical sections of RFP. It also embeds RFP templates. It also lists down the important tricks on RFP.
RFP (Request For Proposal)
.
Request For Proposal
?
The acronym RFP stands for Request for Proposals. So, what is a request for proposal?
Definition of a Request for Proposal ? A request for proposals (RFP) is basically a publication of detailed requirements by a prospective buyer in order to receive vendor offerings.
Request for Proposal
Usually dedicated to software evaluation, comparison, and selection, a request for proposal may be issued to select any kind of products (tangibles) and services (nontangibles). ? RFP publication is an efficient tool to gather solution capabilities, which are then put into a decision matrix allowing the selection of the solution that best fits the requirements.
?
Request for Proposal
Thus, the RFP is seen as the bridge between expressed needs and solutions sought. ? RFP is also known as: request for proposals, request for bids, request to bid, invitation to bid, ITB, invitation to tender, ITT, invitation for bids, IFB,
?
RFP Template
?
Writing Request for proposal is a tricky job
? How
to let providers propose creative, relevant, and cost-effective solutions by focusing on the end, not the means
Typical RFP sections
? Table of Content: 1. Structure of an RFP
1.1. Key sections of an RFP 1.2. Statement of Purpose 1.3. Background Information 1.4. Scope of Work 1.5. Outcome and Performance Standards 1.6. Deliverables 1.7. Term of Contract 1.8. Payments, Incentives, and Penalties 1.9. Contractual Terms and Conditions 1.10. Requirements for Proposal Preparation 1.11. Evaluation and Award Process 1.12. Process Schedule 1.13. Points of contact for future correspondence
Key sections of an RFP
? Identify
all the key common sections of an RFP you should include by simply answering each and any of the questions
Why? Who? What? How? and When?
Key Questions: Why?
? WHY?
?
Why does your organization need to buy a new solution? Answering this question allows you to create the section called Statement of Purpose
?
Key Questions: Who?
? ?
WHO? Provide a brief description of your organization. This information will become the Background information
?
Key Questions: What?
WHAT? What is the nature of your project? What are the needs? What are the expected outcomes? Answering these questions allows you to complete the following sections: ? Scope of Work ? Outcome and Performance Standards ? Deliverables
?
Key Questions: How?
?
HOW? How will proposals be evaluated and the best matching solution selected? What is the contract? What kind of information and documents do you expect to receive from providers? This information will be used for the sections:
? Term
of Contract ? Payments, Incentives, and Penalties ? Contractual Terms and Conditions ? Requirements for Proposal Preparation ? Evaluation and Award Process
Key Questions: When?
?
WHEN? When to submit questions, proposal? When the decision will be taken? What is the whole selection process timeframe? Who are the people responsible for evaluating proposals? For taking the final decision? Answering these questions allows you to populate both sections Process Schedule, and Points of contact for future correspondence.
?
Key sections of an RFP
Key sections of RFP:
?
Why? Reasons why your organization need to buy a new solution. Who? Description of your organization. What? Nature of your project. How? Contract. Information needed from suppliers. Proposal evaluation criteria. Contract award criteria. When? Selection process timeframe and deadlines. Persons to contact. Ask these questions to yourself or discuss these question as a group to come up with RFP contents or requirement
?
?
?
?
Common Sections of an RFP #1
?
?
Statement of Purpose
Describe the extent of products and services your organization is looking for, as well as, the overall objectives of the contract.
Common Sections of an RFP #2
?
?
Background Information
Present a brief overview of your organization and its operations, using statistics, customer demographics, and psychographics. State your strengths and weaknesses honestly. Don't forget to include comprehensive information on the people who will handle future correspondence.
Common Sections of an RFP #3
?
?
Scope of Work
Enumerate the specific duties to be performed by the provider and the expected outcomes. Include a detailed listing of responsibilities, particularly when sub-contractors are involved.
Common Sections of an RFP #4
?
?
Outcome and Performance Standards
Specify the outcome targets, minimal performance standards expected from the contractor, and methods for monitoring performance and process for implementing corrective actions.
Common Sections of an RFP #5
?
?
Deliverables
Provide a list of all products, reports, and plans that will be delivered to your organization and propose a delivery schedule.
Common Sections of an RFP #6
?
?
Term of Contract
Specify length, start date and end date of the contract, and the options for renewal.
Common Sections of an RFP #11
?
?
Process Schedule
Clearly and concisely present the timeline for the steps leading to the final decision, such as the dates for submitting the letter of intent, sending questions, attending the pre-proposal conference, submitting the proposal, etc.
Common Sections of an RFP #7
?
?
Payments, Incentives, and Penalties
List all the terms of payment for adequate performance. Highlight the basis for incentives for superior performance and penalties for inadequate performance or lack of compliance.
Common Sections of an RFP #8
?
?
Contractual Terms and Conditions
Attach standard contracting forms, certifications, and assurances. You may include requirements specific to this particular contract.
Common Sections of an RFP #9
?
?
Requirements for Proposal Preparation
A consistent structure in terms of content, information, and documents types simplifies things for the people evaluating the proposals. Therefore, you should request a particular structure for the proposal and provide an exhaustive list of documents you want to receive.
Common Sections of an RFP #10
?
?
Evaluation and Award Process
Lay down the procedures and criteria used for evaluating proposals and for making the final contract award.
Common Sections of an RFP #12
?
?
Contacts
Include a complete list of people to contact for information on the RFP, or with any other questions. Incorporate their name, title, responsibilities, and the various ways of contacting them into this list.
RFP Templates
?
Template 1
?
Template 2
?
RFP for FoodCourt
Fuzzy RFP
?A
fuzzy RFP is not always bad news.
? If
the potential client fails to tell you what they want (or, don't want) it could mean they simply don't know what they want or don't want. gives you a lot more proposal flexibility.
? This
Fuzzy RFP
? If
you get stuck, but need to look as though you know what you're doing, one needs go with generic proposal that could help. The sequence can be arranged in any order you'd like, but the following is typical.
RFP Response
? Responding
to an RFP can be a delicate balancing act. Some of them are about as useful as a deck of Tarot cards when it comes to providing solid information on which to build a new business pitch. ? Asking for clarification may only force the potential client into an awkward extension of the confusion that prompted your call in the first place.
RFP Response Section #1
Executive Summary:
A one page abstract of key points. Two pages if you must. ? Something that leaves readers sufficiently intrigued to keep reading if they can; or, feel they know what you're about if they can't or won't.
?
RFP Response Section #2
Table of Contents
? ?
?
Make it easy for readers to understand what you're covering, and how to find it fast. If the RFP uses specific terms to define mandatory response areas, use the same language even if it's wrong. Be careful and consistent with your paragraph and page numbering. Should you write, "More details can be found in Appendix B" make sure there really is an Appendix B.
RFP Response Section #3
The Introduction
?
This can take many forms, e.g.
? "this
opportunity to share our creative thinking with you..." ? "our goals and objectives for this proposal are..." ? "in the pages that follow you'll find our thoughts about..."
?
Introductions are often included simply because it's always assumed that RFP responses should have introductions. Many are pro forma and add little to the overall proposal
RFP Response Section #4
Who We Are…
?
?
The obligatory credentials summary: Time in business, major strengths, important clients, special facilities, relevant jobs, creativity awards, URLs you've completed, etc. And use a running header and/or footer so your company name and contact info appear on every page.
RFP Response Section #5
Management Snapshots
Most potential clients like to know who's running the place they may give their business to. ? Short bios on your CEO, creative director, executive producer, and key VPs go here. ? Punch up skill areas that compliment client products and services.
?
RFP Response Section #6
Staff
Often called your production team ? this section talks up the personnel power you're going to provide: Account execs, graphic designers, writers, programmers, photographers, producers, and associated technicians.
?
RFP Response Section #7
Client Credits
Client names, supported by short project profiles: sometimes expanded to include case histories of one or two jobs that fit the RFP. ? Often a good spot for problem/ solution examples.
?
RFP Response Section #8
Strategic Alliances
Everybody's got 'em. ? Clients expect them. ? Clarify how each will contribute to the project. ? Make it clear these alliances are active partnerships, not just letterhead logos.
?
RFP Response Section #9
Getting Creative – Make solution happen
? ? ? ?
Okay, it's show time! One page or 20, this section could mean the job! First, address RFP specifics (if you can figure them out). Then, add whatever else you've got that will boost your shot, e.g. marketing ideas, Internet plug-ins, sound/ video, database management, Flash files, whatever.
RFP Response Section #10
Redundancy
Not every potential client will read every page in the exact order you planned. ? Or, if they do, continuity can be broken by lunch breaks, phone calls, and weekends. ? So repeating (rewording) essential proposal points across several sections is often a good idea.
?
RFP Response Section #11
Facilities ? Got some sophisticated hardware and software in the back room? Play it up. ? Some clients are techies at heart, and they love this stuff. ? Even when they don't know what it all means or does. ? Talk about Video Conferencing, Lab facilities, BDR plans, Security aspects
RFP Response Section #12
Here is How we Work
?
Describe the major steps in your preparation and production process – design to delivery – with frequent reference to phrases such as "client reviews," "feedback meetings," "approval stages," "beta testing," "user training" and "ongoing evaluation."
RFP Response Section #13
Closing
Many readers may not get this far, or read it if they do. ? Make it short! ? Recap key points and sign off.
?
RFP Response Section #14
Anticipating Resource collection
?
?
During the final days of preparing an RFP response it often becomes painfully clear that key resources you're counting on – files, graphics, testimonials – are scattered around and have yet to be pulled into the proposal. If third-parties are involved, and you need clearances or permissions, get started as soon as you can.
RFP Response Section #15
Addendum and Transmission
Use this section for budget estimates, production timeline, graphic samples, interface repros, flowcharts, etc. ? Spend a few bucks on decent proposal binders. ? Many producers include a CD. ? Sending at least three duplicate, bound copies is advisable
?
RFP Response Section #16
Stretching Delivery Dates
?
? ?
?
?
RFP preparation is always late. So e-mail has given vendors additional fine-tuning time. But send the client a sample, first. You don't want to find out later they couldn't open those great graphics or PDF files you included. Then, confirm delivery by phone. Don't just rely on returnreceipt notices. If you rely on e-mail, alone, you're assuming the client will make copies for in- house distribution. A famous final assumption! Some vendors put (password protected) RFPs and/or PDF files on their websites. Or, they follow up with a Q&A teleconference. By and large, however, these modes usually reinforce traditional printed proposals. A well designed print piece, in an attractive binder, has no downtime, bandwidth, or viewing location requirements.
Tool based response system
?
How it works
? ? ?
?
?
?
?
Software analyzes your RFP for every question and requirement It compiles them into a database and also dynamically learns if questions are new Select the best answers from a list of high-probability matches. You then can further modify your responses and refine or expand your searches to ensure that each question is optimally answered. New answers can be added to the database quickly and easily. Automatically creates a professional RFP response — including cover letter, title page, table of contents, compliance matrix, the questions and answers — Microsoft Word or Excel document based on the template that you choose based on requirement
Useful tricks
? ? ?
?
?
?
Understanding the audience for the response Understand the competition and establish the "differentiating" message for the response. Create a "theme" for the response, and then make sure to repeat the theme throughout the response—sort of like a mantra It is essential to balance detail with the cogency of the response. key aspect of creating a winning response is presenting information in a format that makes it easy for the reviewer to absorb the essential message by scanning Margin notes, tables, figures, and key message boxes are tricks that can be utilized to get the message across quickly and easily
Useful tricks
? ? ? ?
? ?
Create a template and a ?proposal response team? that has experience in responding to complex RFPs. Lessons learned from past responses should be referred and processes should be updated continuously Create a review team with members not involved in writing response A well-managed library of responses will shorten the time frame for response and create consistency without having to reinvent the wheel each time Use professional writers and editors in reviewing and improving the response. Recommend utilizing American editors to make sure that the response is in ?American English.?
Comments on Responses
?
?
?
? ? ? ? ?
Not understanding the audience for the response Difficult to clearly understand the value offering presented. The very companies that were touting their quality programs and lofty certifications had typos, incomplete response sections, and poor language construction Indian service providers treat the RFP response like an essay question on an exam. The response to a certain question gets so detailed that the reader loses patience or the point of it It seems that the respondents are showing off their intelligence but not their knowledge or experience Most responses are pulled together at the last minute and it's reflected in the final output. Off-shore service providers, who have deep technical knowledge and savvy, do not produce a response that utilizes the very technology that they are selling
RFP Response Summary
?
?
In summary, creating an RFP response is, and should be, easier than implementing a complicated system, migrating a business process or managing large volumes of transactions. A well-constructed response, with a differentiating theme, will help you stand out among the competition, and get you to bat.
Then, and only then, can you score the home run!
They Selected someone else
?
?
?
And finally, don't fall on your sword if you lose the job! There could be a dozen reasons your proposal didn't make the cut – none of which have anything to do with your proposal. You could have been one of 10 who responded, but the client only got around to reading seven proposals. Some companies already know who they're going to use; but they had to get multiple estimates to make the purchasing department happy.
Thank You…
? Thank
You..
Decision Matrix Activity
?
Use COWS method to arrive at decision
?C
Criteria. Develop a hierarchy of decision criteria, also known as decision model. ? O Options. Identify options, also called solutions or alternatives. ? W Weights. Assign a weight to each criterion based on its importance in the final decision. ? S Scores. Rate each option on a ratio scale by assigning it a score or rating against each criterion
Decision Metrics
?
A decision matrix allows decision makers to structure, then solve their problem by:
? specifying
and prioritizing their needs with a list a criteria; then ? evaluating, rating, and comparing the different solutions; and ? selecting the best matching solution
doc_761323323.ppt