Bud Porter-Roth,
Debbie Lafferty
Request for Proposal
A Guide to Effective RFP Development
Paperback Engels 2002 9780201775754
Verwachte levertijd ongeveer 9 werkdagen
Samenvatting
Praise for Request for Proposal
“Bud Porter-Roth is an expert in the field of preparing RFPs, and we could not have successfully completed our project without his skill and knowledge. This book is a clear guide to an otherwise complex and difficult process. If you can’t hire Bud Porter-Roth to write your RFP, then you should buy this book.” — Lori Deibel, Manager, Library Services
“This book is priceless. It is a must for a novice writing an RFP.” — Doris Lopez, Senior Systems Engineer, O-Cedar Brands, Inc.
“This book brings a structure to a process that is too often unstructured. There have been no standards (outside of government) that I know of that apply to RFP preparation. I also believe that vendors (sellers) would welcome a more uniform and consistent style of RFP.” — Frank Tillman, API Systems Group
“This book provides overall coverage on a subject that deserves some real guidance. I like very much the sentiment concerning the RFP as the basis for a team and the idea that the RFP is the beginning, not the end. His emphasis on the need for clarity in the RFP and for measurable requirements needs to be heard and understood by many within the target audience. He takes an excellent position on ‘Why Write an RFP’.” — Patricia Oberndorf, SEI
“This book is well written and insightful. It provides good information on what makes a good requirement, how proposals are evaluated, and what precautions to take to prevent early elimination.” — Linda Fernandez
“Just a note to tell you thank you for providing some tips on how to structure an RFP. I work for a small company who does not have a specific template for this purpose and found your guidance a very useful starting point.” — Dan Salo
Despite its importance as an initial step in the development of major technical projects, the Request for Proposal (RFP) process rarely receives the professional attention it deserves. Used by government agencies and by private corporations to solicit proposals from contractors and vendors, the RFP document is the foundation for a successful project. A clearly written and properly organized RFP clarifies technical goals, communicates administrative and financial expectations, and sets the tone for good communication and a trusting and productive relationship between customer and contractor.
This experience-based handbook offers a systematic, comprehensive, and professional approach to writing RFPs. It guides you step-by-step—from initial planning to selecting the winning proposal—through the RFP process, demonstrating the most effective ways of structuring the document and expressing technical, administrative, and financial requirements. 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.
You will be able to: Plan and organize the RFP effort Outline each RFP section Develop, write, and review all requirements, including those that are administrative, technical, and managerial 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 such as site visits, reference checks, and implementation activities
In addition, this book includes several templates you can adapt for your own organization’s RFP efforts. Request for Proposal gives numerous examples of both effective and poorly-written RFP requirements that illustrate the author’s points and provide solid advice to help you avoid common pitfalls and implement best practices.
For anyone with the responsibility of writing RFPs or responding to them, this book is are source you will want to keep close at hand.
Specificaties
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Inhoudsopgave
<br> <br> 1. Introduction to Writing RFPs. <br> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> What is Presented in this RFP Book? </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Different Types of RFPs. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Request for Information (RFI). </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Request for Proposal (RFP). </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Why Write an RFP? </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Development and Preparation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Project Development. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Evaluation Criteria. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Reviewing the RFP. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Anatomy of an RFP. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Overview and Administrative Information. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Technical Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Management Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Supplier Qualifications and References. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Suppliers' Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Pricing Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Contracts and License Agreements Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Appendices. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Activities. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> PreRFP Activities. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Identifying Suppliers. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Qualifying Suppliers. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Activities. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> PostRFP Activities. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> The Importance of the RFP from a Contract Perspective. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Conclusion. </div> <p></p> <br> <br> 2. RFP Planning and Preparation. <br> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> PreRFP Planning Considerations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Organization. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Organization. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Schedule. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Technology and Supplier Education. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Budget Development. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> The Project Acquisition Budget. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Post-RFP Planning Considerations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Development and Implementation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Additional Post-RFP Activities. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Conclusion. </div> <p></p> <br> <br> 3. RFP Administration Requirements Section Introduction. <br> <p> </p> <div style="margin-left: 0.2in;"> How to use this Chapter. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Anatomy of an Administration Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Overview. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Supplier and Supplier Reference Information. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Company Confidential Information. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Intent to Bid. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Proprietary Information Notice. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Supplier Confidential Information. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Subcontracting. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Contacts. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Questions and Answers. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Responding to Supplier Questions. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Reference Library. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> RFP Schedule. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> PreProposal Conference. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Proposal Format Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> The Cover Letter or Transmittal Letter. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> The Executive Summary Required in Proposals. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Pricing Section (Cost Section). </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Best and Final Offers. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Alternate Proposals. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Compliance Matrix. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Informational Paragraphs in the Administrative Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Definition of Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Production Environment for Hardware and Software Products. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Errors or Omissions in Proposals. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Proposal Evaluation Criteria. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Proposal Costs and Expenses. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Product Demonstrations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Notifying Winning and Losing Suppliers. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Proposal Debriefing. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> What Should Not Appear in the Administrative Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Conclusion. </div> <p></p> <br> <br> 4. RFP Technical Requirements Section. <br> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Writing Requirements for the Technical Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Definition of a Requirement. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Who Writes Requirements? </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> How Do Suppliers Recognize Requirements in Your RFP? </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> What Is the Difference between Specifications and Requirements? </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements can Be Written as Questions, Statements, or Narrative Description. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Qualities of Well Written Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Reflect Real Products or Solutions. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Be Unambiguous. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Not Use Subjective Terms. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Be Measurable. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Be Meaningful. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Be Complete. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Not Include the Solution. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requirements Must Not Include Unnecessary Characteristics. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Developing Technical Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Illustrating Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Anatomy of a Technical Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Current Business Environment. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Current Technical Environment. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Proposed Technical Environment. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> A Note on Hardware Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> A Note on System Software Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Application Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Conclusion. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Suggested Readings. </div> <p></p> <br> <br> 5. Management Requirements Section. <br> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Writing Requirements for the Management Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Examples of Poorly Written Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Anatomy of a Management Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Plan. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Schedule. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Site Preparation Plan and Personnel Responsibilities. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Staffing Requirements. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Roles and Responsibilities. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Design, Development, and Implementation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Change Control. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Delivery and Installation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Testing. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> System Maintenance and Support. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Training. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Documentation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Standards. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Cutover. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Supplier Issues and Concerns. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Conclusion. </div> <p></p> <br> <br> 6. Pricing. <br> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Anatomy of a Pricing Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Hardware. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> System Software. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Application Software. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Custom Software Development. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Consumables. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Project Implementation and Management Services. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Maintenance and Support. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Training. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Documentation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Other Costs Not Specifically Requested. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Organizing the Price Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Validating Prices. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Other Pricing Notes. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Contracts and License Agreements Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Fixed Price Contract. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Time and Materials (T&M). </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Associated Contract Considerations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Evaluation of Price Proposals. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Conclusion. </div> <p></p> <br> <br> 7. Evaluation Guidelines. <br> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> The Evaluation Team. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Evaluation Considerations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Evaluation Criteria in the RFP. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Getting Started Evaluating Proposals. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Requests for Clarification. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Other Considerations for the Evaluation Team. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Anatomy of an Evaluation Section. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Technical Evaluation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Management Evaluation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Price Evaluation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Oral Presentations and Demonstrations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> The Evaluation Process. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Introduction. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Preliminary Evaluation. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Second Round of Evaluations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Detailed Evaluations. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> The Shortlist. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Developing the Scoring Methodology. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Evaluation Report. </div> <p></p> <p> </p> <div style="margin-left: 0.2in;"> Conclusion. </div> <p></p> <br> <br> Appendix A. Administrative Information. <br> <br> <br> Appendix B. Supplier Information. <br> <br> <br> Appendix C. Proposal Preparation Instructions. <br> <br> <br> Appendix D. Budget Planning and Investment Analysis. <br> <br> <br> Appendix E. Nondisclosure Agreement. <br> <br> <br> Appendix F. Proprietary Notice. <br> <br> <br> Appendix G. Notice of Intent to Bid. <br> <br> <br> Appendix H. Questions and Answers. <br> <br> <br> Appendix I. Compliance Matrix. <br> <br> <br> Appendix J. Preliminary Evaluation Checklist. <br> <br> <br> Appendix K. RFP Reverse Planning Calendar. 0201775751T12102001 <br>
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