Request for Proposal: A Guide to Effective RFP Development / Edition 1by Bud Porter-Roth
Pub. Date: 12/28/2001
The expert guide to writing successful RFPs from the worlds leading RFP consultant! A systematic guide to constructing RFPs that encourage productive, useful vendor responses and avoiding the common pitfalls of RFP development. Detailed example language, analysis tools, and practical resources for jumpstarting RFP development. An invaluable resource… See more details below
The expert guide to writing successful RFPs from the worlds leading RFP consultant! A systematic guide to constructing RFPs that encourage productive, useful vendor responses and avoiding the common pitfalls of RFP development. Detailed example language, analysis tools, and practical resources for jumpstarting RFP development. An invaluable resource for everyone creating RFPs in business or government for any purchase. When done right, RFPs enable businesses and government agencies to fairly evaluate competing proposals while reviewing the broadest possible range of potential solutions. All too often, however, RFPs fail to meet these goals, because their creators simply dont understand how to create them effectively. In this book, the worlds leading RFP consultant offers realistic, specific, start-to-finish guidance for every professional called upon to write RFPs. Bud Porter-Roth covers every step of the RFP process, offering specific language examples that demonstrate both best practices and worst practices to avoid. He shows how to ensure that RFPs contain information that is sufficiently accurate and detailed; how to ensure clarity of presentation, structure, and organization that encourages productive responses; and how to avoid the most common pitfalls of the RFP process. The book includes detailed coverage of writing each section of the typical RFP, including administrative, technical, management, pricing, and evaluation sections; as well as extensive practical guidance on planning and preparation. Appendices present complete RFP examples, preparation instructions, analysis tools, calendars, and other resources for jumpstarting RFP development.
Table of Contents
1. Introduction to Writing RFPs.
What is Presented in this RFP Book?
Different Types of RFPs.
Request for Information (RFI).
Request for Proposal (RFP).
Why Write an RFP?
RFP Development and Preparation.
RFP Project Development.
Reviewing the RFP.
Anatomy of an RFP.
Project Overview and Administrative Information.
Supplier Qualifications and References.
Contracts and License Agreements Section.
The Importance of the RFP from a Contract Perspective.
2. RFP Planning and Preparation.
PreRFP Planning Considerations.
Technology and Supplier Education.
The Project Acquisition Budget.
Post-RFP Planning Considerations.
Project Development and Implementation.
Additional Post-RFP Activities.
3. RFP Administration Requirements Section Introduction.
How to use this Chapter.
Anatomy of an Administration Section.
Supplier and Supplier Reference Information.
Company Confidential Information.
Intent to Bid.
Proprietary Information Notice.
Supplier Confidential Information.
RFP Questions and Answers.
Responding to Supplier Questions.
RFP Reference Library.
Proposal Format Requirements.
The Cover Letter or Transmittal Letter.
The Executive Summary Required in Proposals.
Pricing Section (Cost Section).
Best and Final Offers.
Informational Paragraphs in the Administrative Section.
Definition of Requirements.
Production Environment for Hardware and Software Products.
Errors or Omissions in Proposals.
Proposal Evaluation Criteria.
Proposal Costs and Expenses.
Notifying Winning and Losing Suppliers.
What Should Not Appear in the Administrative Section.
4. RFP Technical Requirements Section.
Writing Requirements for the Technical Section.
Definition of a Requirement.
Who Writes Requirements?
How Do Suppliers Recognize Requirements in Your RFP?
What Is the Difference between Specifications and Requirements?
Requirements can Be Written as Questions, Statements, or Narrative Description.
Qualities of Well Written Requirements.
Requirements Must Reflect Real Products or Solutions.
Requirements Must Be Unambiguous.
Requirements Must Not Use Subjective Terms.
Requirements Must Be Measurable.
Requirements Must Be Meaningful.
Requirements Must Be Complete.
Requirements Must Not Include the Solution.
Requirements Must Not Include Unnecessary Characteristics.
Developing Technical Requirements.
Anatomy of a Technical Section.
Current Business Environment.
Current Technical Environment.
Proposed Technical Environment.
A Note on Hardware Requirements.
A Note on System Software Requirements.
5. Management Requirements Section.
Writing Requirements for the Management Section.
Examples of Poorly Written Requirements.
Anatomy of a Management Section.
Site Preparation Plan and Personnel Responsibilities.
Project Staffing Requirements.
Roles and Responsibilities.
Design, Development, and Implementation.
Project Change Control.
Delivery and Installation.
System Maintenance and Support.
Supplier Issues and Concerns.
Anatomy of a Pricing Section.
Custom Software Development.
Project Implementation and Management Services.
Maintenance and Support.
Other Costs Not Specifically Requested.
Organizing the Price Section.
Other Pricing Notes.
Contracts and License Agreements Section.
Fixed Price Contract.
Time and Materials (T&M).
Associated Contract Considerations.
Evaluation of Price Proposals.
7. Evaluation Guidelines.
The Evaluation Team.
Evaluation Criteria in the RFP.
Getting Started Evaluating Proposals.
Requests for Clarification.
Other Considerations for the Evaluation Team.
Anatomy of an Evaluation Section.
Oral Presentations and Demonstrations.
The Evaluation Process.
Second Round of Evaluations.
Developing the Scoring Methodology.
Appendix A. Administrative Information.
Appendix B. Supplier Information.
Appendix C. Proposal Preparation Instructions.
Appendix D. Budget Planning and Investment Analysis.
Appendix E. Nondisclosure Agreement.
Appendix F. Proprietary Notice.
Appendix G. Notice of Intent to Bid.
Appendix H. Questions and Answers.
Appendix I. Compliance Matrix.
Appendix J. Preliminary Evaluation Checklist.
Appendix K. RFP Reverse Planning Calendar. 0201775751T12102001
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