Request for Proposal
A Guide to Effective RFP Development
306 pages, parution le 01/02/2002
Résumé
This experienced-based handbook offers a systematic,
comprehensive, and professional approach to writing RFPs.
It guides you step-by-step through the RFP process, from
initial planning through selecting the winning proposal,
demonstrating the most effective ways of structuring the
document and expressing technical, administrative, and
financial requirements. Throughout, Request for
Proposal: A Guide to Effective RFP Development
focuses on the major goals of the RFP process: to elicit
high-quality responses from potential contractors and
promote effective communication between the client and the
chosen vendor.
2. RFP Planning and Preparation.
3. RFPAdministration Requirements Section Introduction.
4. RFP Technical Requirements Section.
5. Management Requirements Section.
6. Pricing.
7. Evaluation Guidelines.
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.
Upon reading this book, you will be able to:
- plan and organize the RFP effort
- outline each RFP section
- develop, write, and review all requirements, including administration, technical, and management
- set realistic pricing requirements
- pre-screen a vendor list to select appropriate vendors
- set up objective evaluation criteria for selecting the best solution
- prepare for post-RFP activities, including site visits, reference checks, implementation activities, and more
In addition, this book includes several templates you can adapt for your own organization’s RFP efforts. Throughout this book, numerous examples of both effective and poorly-written RFP requirements illustrate the author’s points, along with solid advice that will help you avoid common pitfalls and implement best practices.
For anyone with the responsibility of writing RFPs—or responding to them—this book is a resource you will want to keep close at hand.
Contents1. Introduction to Writing RFPs.
Introduction.
Different Types of RFPs.
Why Write an RFP?
RFP Development and Preparation.
Anatomy of an RFP.
RFP Activities.
The Importance of the RFP from a Contract Perspective.
Conclusion.
What is Presented in this
RFP Book?
Different Types of RFPs.
Request for Information
(RFI).
Request for Proposal (RFP).
Request for Proposal (RFP).
Why Write an RFP?
RFP Development and Preparation.
RFP Project
Development.
Evaluation Criteria.
Reviewing the RFP.
Evaluation Criteria.
Reviewing the RFP.
Anatomy of an RFP.
Project Overview and
Administrative Information.
Technical Requirements.
Management Requirements.
Supplier Qualifications and References.
Suppliers' Section.
Pricing Section.
Contracts and License Agreements Section.
Appendices.
Technical Requirements.
Management Requirements.
Supplier Qualifications and References.
Suppliers' Section.
Pricing Section.
Contracts and License Agreements Section.
Appendices.
RFP Activities.
Pre-RFP Activities.
Identifying Suppliers.
Qualifying Suppliers.
RFP Activities.
Post-RFP Activities.
Identifying Suppliers.
Qualifying Suppliers.
RFP Activities.
Post-RFP Activities.
The Importance of the RFP from a Contract Perspective.
Conclusion.
2. RFP Planning and Preparation.
Introduction.
Pre-RFP Planning Considerations.
Pre-RFP Planning Considerations.
Project
Organization.
Project Organization.
Project Schedule.
Technology and Supplier Education.
Budget Development.
The Project Acquisition Budget.
Post-RFP Planning Considerations.
Project Development and Implementation.
Additional Post-RFP Activities.
Conclusion.
Project Organization.
Project Schedule.
Technology and Supplier Education.
Budget Development.
The Project Acquisition Budget.
Post-RFP Planning Considerations.
Project Development and Implementation.
Additional Post-RFP Activities.
Conclusion.
3. RFPAdministration Requirements Section Introduction.
How to use this
Chapter.
RFP Overview.
Supplier and Supplier Reference Information.
Intent to Bid.
Proprietary Information Notice.
Supplier Confidential Information.
Subcontracting.
RFP Contacts.
RFP Questions and Answers.
Responding to Supplier Questions.
RFP Reference Library.
RFP Schedule.
Pre-Proposal Conference.
Proposal Format Requirements.
The Cover Letter or Transmittal Letter.
The Executive Summary Required in Proposals.
Pricing Section (Cost Section).
Best and Final Offers.
Alternate Proposals.
Compliance Matrix.
Definition of Requirements.
Production Environment for Hardware and Software Products.
Errors or Omissions in Proposals.
Proposal Evaluation Criteria.
Proposal Costs and Expenses.
Product Demonstrations.
Notifying Winning and Losing Suppliers.
Proposal Debriefing.
Anatomy of an
Administration Section.
RFP Overview.
Supplier and Supplier Reference Information.
Company Confidential
Information.
Intent to Bid.
Proprietary Information Notice.
Supplier Confidential Information.
Subcontracting.
RFP Contacts.
RFP Questions and Answers.
Responding to Supplier Questions.
RFP Reference Library.
RFP Schedule.
Pre-Proposal Conference.
Proposal Format Requirements.
The Cover Letter or Transmittal Letter.
The Executive Summary Required in Proposals.
Pricing Section (Cost Section).
Best and Final Offers.
Alternate Proposals.
Compliance Matrix.
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.
Product Demonstrations.
Notifying Winning and Losing Suppliers.
Proposal Debriefing.
What Should Not Appear in
the Administrative Section.
Conclusion.
Conclusion.
4. RFP Technical Requirements Section.
Introduction.
Writing Requirements for the Technical Section.
Qualities of Well Written Requirements.
Developing Technical Requirements.
Anatomy of a Technical Section.
Conclusion.
Suggested Readings.
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.
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.
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.
Illustrating
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.
Application Requirements.
Current Technical Environment.
Proposed Technical Environment.
A Note on Hardware Requirements.
A Note on System Software Requirements.
Application Requirements.
Conclusion.
Suggested Readings.
5. Management Requirements Section.
Introduction.
Writing Requirements for the Management Section.
Anatomy of a Management Section.
Conclusion.
Writing Requirements for the Management Section.
Examples of Poorly Written
Requirements.
Anatomy of a Management Section.
Project Plan.
Project Schedule.
Site Preparation Plan and Personnel Responsibilities.
Project Staffing Requirements.
Roles and Responsibilities.
Design, Development, and Implementation.
Project Change Control.
Delivery and Installation.
Testing.
System Maintenance and Support.
Training.
Documentation.
Standards.
Project Cutover.
Supplier Issues and Concerns.
Project Schedule.
Site Preparation Plan and Personnel Responsibilities.
Project Staffing Requirements.
Roles and Responsibilities.
Design, Development, and Implementation.
Project Change Control.
Delivery and Installation.
Testing.
System Maintenance and Support.
Training.
Documentation.
Standards.
Project Cutover.
Supplier Issues and Concerns.
Conclusion.
6. Pricing.
Introduction.
Anatomy of a Pricing Section.
Organizing the Price Section.
Validating Prices.
Other Pricing Notes.
Contracts and License Agreements Section.
Evaluation of Price Proposals.
Conclusion.
Anatomy of a Pricing Section.
Introduction.
Hardware.
System Software.
Application Software.
Custom Software Development.
Consumables.
Project Implementation and Management Services.
Maintenance and Support.
Training.
Documentation.
Other Costs Not Specifically Requested.
Hardware.
System Software.
Application Software.
Custom Software Development.
Consumables.
Project Implementation and Management Services.
Maintenance and Support.
Training.
Documentation.
Other Costs Not Specifically Requested.
Organizing the Price Section.
Validating Prices.
Other Pricing Notes.
Contracts and License Agreements Section.
Fixed Price
Contract.
Time and Materials (T&M).
Associated Contract Considerations.
Time and Materials (T&M).
Associated Contract Considerations.
Evaluation of Price Proposals.
Conclusion.
7. Evaluation Guidelines.
Introduction.
The Evaluation Team.
Evaluation Considerations.
Anatomy of an Evaluation Section.
The Evaluation Process.
Developing the Scoring Methodology.
Evaluation Report.
Conclusion.
The Evaluation Team.
Evaluation Considerations.
Evaluation Criteria in the
RFP.
Getting Started Evaluating Proposals.
Requests for Clarification.
Other Considerations for the Evaluation Team.
Getting Started Evaluating Proposals.
Requests for Clarification.
Other Considerations for the Evaluation Team.
Anatomy of an Evaluation Section.
Technical
Evaluation.
Management Evaluation.
Price Evaluation.
Oral Presentations and Demonstrations.
Management Evaluation.
Price Evaluation.
Oral Presentations and Demonstrations.
The Evaluation Process.
Introduction.
Preliminary Evaluation.
Second Round of Evaluations.
Detailed Evaluations.
The Shortlist.
Preliminary Evaluation.
Second Round of Evaluations.
Detailed Evaluations.
The Shortlist.
Developing the Scoring Methodology.
Evaluation Report.
Conclusion.
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.
Caractéristiques techniques
| PAPIER | |
| Éditeur(s) | Addison Wesley |
| Auteur(s) | Bud Porter-Roth |
| Parution | 01/02/2002 |
| Nb. de pages | 306 |
| Format | 18,6 x 23,4 |
| Couverture | Broché |
| Poids | 500g |
| Intérieur | Noir et Blanc |
| EAN13 | 9780201775754 |
| ISBN13 | 978-0-201-77575-4 |
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