RFP …. Another POV
Think about it.
THINK DIFFERENT
What to do……..
 Begin with the end in mind
 WHY
WHAT
HOW
 SPEND the time….. Invest.

Directly proportional
 Engage

Team ( Let them own the compliance)
 Create the RIGHT tool - Tailor it.

Cradle to grave – Comprehensive.
It takes time ……. Take the time it takes..
What to do……..
 Begin with the end in mind
 WHY
WHAT
HOW
 SPEND the time….. Invest.

Directly proportional
 Engage


Team ( Make/Let them own the compliance)
Legal / Finance / Procurement / Security / EHS
 Create the RIGHT tool - Tailor it.
 Cradle to grave – Comprehensive.
Reach out to your team
What to do……..
 Begin with the end in mind
 WHY
WHAT
HOW
 SPEND the time….. Invest.

Directly proportional
 Engage


Team ( Make/Let them own the compliance)
Legal / Finance / Procurement / Security / EHS
 Create the RIGHT tool - Tailor it.
 Cradle to grave – Comprehensive.
What To Watch out for….
“Experience is not always the
kindest teacher,
but it is the best”
- Spanish Proverb
“If You can afford the tuition”
- Norwegian version
What Not to do…..
Writing Before full comprehension and Strategy ready.
 Putting Cost ahead of value.
 Prescribing the solution in the RFP

Save As = Same As
 Lack of Clarity
 They guess now, you guess later….
 Too much Clarity
 Inadequate Research


Before - Who to give to. (prequalify)
After - Pre-meetings / Interviews
Cost >/= value?.
What Not to do…..
Writing Before full comprehension and Strategy ready.
 Putting Cost ahead of value.
 Prescribing the solution in the RFP

Save As = Same As
 Lack of Clarity
 They guess now, you guess later….
 Too much Clarity
 Inadequate Research


Before - Who to give to. (prequalify)
After - Pre-meetings / Interviews
You get the answer to the question you ask….
What Not to do…..
Writing Before full comprehension and Strategy ready.
 Putting Cost ahead of value.
 Prescribing the solution in the RFP

Save As = Same As
 Lack of Clarity
 They guess now, you guess later….
 Too much Clarity
 Inadequate Research


Before - Who to give to. (prequalify)
After - Pre-meetings / Interviews
“Some is good,
More is better,
Too much is just right”
When is more, less?
Clarity ……balance
“A Wealth of information creates a poverty of attention”
- Herbert Simon, Carnegie Mellon Univ.
“The Objective is not for you to create a book for us to
read. We truly want to review your relevant information,
including the pricing exercise, to see how your firm…”
“An overall “best value” will include, in descending
level of importance, price, technical, and past
performance”
Ergo; ……..
 Invest. Seeking an expert.
 Become one,….. or find one.
 Think at least a second time.
 Clean Sheet but don’t go crazy.
 What will you get?

What might you miss
DEVELOP the tool(s)
 SPEND the time….. Invest. - Directly proportional
 Clear is fair
 Balanced (compliance with creativity) Tight/Open - enough
 Comprehensive ---- B / M / E )
 Finish Strong: Evaluation


Responses
Responders
SEEKING: Expertise.
We’re all in this together………. One of us has to know
(almost) exactly what to do…
Ergo; ……..
 Invest. Seeking an expert.
 Become one,….. or find one.
 Think at least a second time.
 Clean Sheet but don’t go crazy.
 What will you get?

What might you miss
DEVELOP the tool(s)
 SPEND the time….. Invest. - Directly proportional
 Clear is fair
 Balanced (compliance with creativity) Tight/Open - enough
 Comprehensive ---- B / M / E )
 Finish Strong: Evaluation


Responses
Responders
Balance …
Compliance
Prenuptial
Creativity
Trust
Risk
Contractor
Opportunity
Client