Request for Proposal A Guide to Effective RFP Development

ISBN-10: 0201775751
ISBN-13: 9780201775754
Edition: 2002
Authors: Bud Porter-Roth
List price: $59.99 Buy it from $30.00
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Description: 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  More...

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Book details

List price: $59.99
Copyright year: 2002
Publisher: Addison Wesley Professional
Publication date: 12/21/2001
Binding: Paperback
Pages: 336
Size: 7.25" wide x 9.00" long x 0.75" tall
Weight: 1.430
Language: English

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 don't understand how to create them effectively. In this book, the world's 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.

Foreword
Preface
A Word of Encouragement
A Word of Caution
Who Should Read This Book?
Acknowledgments
Introduction to Writing RFPs
Introduction
What Is Presented in Request for Proposal Book?
Different Types of RFPs
Request for Information (RFI)
Request for Proposal (RFP)
Why Write an RFP?
RFP Development and Preparation
RFP Project Development
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
RFP Activities
Pre-RFP Activities
RFP Activities
Post-RFP Activities
The Importance of the RFP from a Contract Perspective
Conclusion
RFP Planning and Preparation
Introduction
Pre-RFP Planning Considerations
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
RFP Administrative Requirements Section
Introduction
How to Use This Chapter
Anatomy of an Administrative 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
Best and Final Offers
Alternative Proposals
Compliance Matrix
Informational Paragraphs in the Administrative Section
Definition of Requirements
Production Environment Requirement for 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
RFP Technical Requirements Section
Introduction
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?
Written Formats for Requirements: 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
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
Conclusion
Management Requirements Section
Introduction
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
Conclusion
Pricing
Introduction
Anatomy of a Pricing Section
Introduction
Technical Section
Management Section
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 Pricing Section
Validating Prices
Other Pricing Notes
Contracts and License Agreements Section
Fixed-Price Contract
Time and Materials (TandM)
Associated Contract Considerations
Evaluation of Pricing
Conclusion
Evaluation Guidelines
Introduction
The Evaluation Team
Evaluation Considerations
Evaluation Criteria in the RFP
Beginning the Evaluation Process
Requests for Clarification
Other Considerations for the Evaluation Team
Anatomy of an Evaluation Section
Technical Evaluation
Management Evaluation
Price Evaluation
Oral Presentations and Demonstrations
The Evaluation Process
Introduction
Preliminary Evaluation
Second Round of Evaluations
Detailed Evaluations
The Shortlist
Developing the Scoring Methodology
Evaluation Report
Conclusion
Appendices
Administrative Information
Supplier Information
Proposal Preparation Instructions
Budget Planning and Investment Analysis
Nondisclosure Agreement
Proprietary Notice
Notice of Intent to Bid
Questions and Answers
Compliance Matrix
Preliminary Evaluation Checklist
RFP Reverse Planning Calendar
Index

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