Demystifying RFI’s, RFP’s and Proposals to Win Business.
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Transcript of Demystifying RFI’s, RFP’s and Proposals to Win Business.
Demystifying Demystifying RFI’s, RFP’s and RFI’s, RFP’s and Proposals to Win Proposals to Win
BusinessBusiness
Moderated ByModerated By
Robert Sivek CSEP, CERPRobert Sivek CSEP, CERP
COOCOO
The Meetinghouse CompaniesThe Meetinghouse Companies
Demystifying RFI’s, RFP’s and Demystifying RFI’s, RFP’s and Proposals to Win BusinessProposals to Win Business
Panel of ExpertsPanel of Experts
Katie EllisKatie Ellis
Director of MarketingDirector of Marketing
Event ArchitectsEvent Architects
Demystifying RFI’s, RFP’s and Demystifying RFI’s, RFP’s and Proposals to Win BusinessProposals to Win Business
Panel of ExpertsPanel of Experts
Susan Katz Susan Katz
Director Corporate Events and TravelDirector Corporate Events and Travel
True Value CompanyTrue Value Company
Demystifying RFI’s, RFP’s and Demystifying RFI’s, RFP’s and Proposals to Win BusinessProposals to Win Business
Panel of ExpertsPanel of Experts
Andrew Schorr PresidentAndrew Schorr President
In The Loop-ChicagoIn The Loop-Chicago
Demystifying RFI’s, RFP’s and Demystifying RFI’s, RFP’s and Proposals to Win BusinessProposals to Win Business
A RFI:A RFI:
RRequest equest FFor or IInformation is a nformation is a process whose purpose is to process whose purpose is to collect written information about collect written information about the capabilities of various the capabilities of various suppliers.suppliers.
What Is…What Is…
A RFP:A RFP:
RRequest equest FFor or PProposal is a stage roposal is a stage in procurement distributing an in procurement distributing an invitation for suppliers, often invitation for suppliers, often through a bidding process, to through a bidding process, to submit a proposal on a specific submit a proposal on a specific commodity or service. commodity or service.
What Is…What Is…
How often and when do you How often and when do you distribute a RFI?distribute a RFI?
At what stage in your planning is At what stage in your planning is it distributed?it distributed?
What information are you What information are you seeking?seeking?
Do you use a template when Do you use a template when distributing a RFI?distributing a RFI?
RFI’s – A Buyer’s PerspectiveRFI’s – A Buyer’s Perspective
What are the key pieces of What are the key pieces of information you need?information you need?
How critical is the information you How critical is the information you receive in making your decision? receive in making your decision?
With the internet, are RFI’s still With the internet, are RFI’s still necessary?necessary?
RFI’s – A Buyers PerspectiveRFI’s – A Buyers Perspective
How often do you receive RFI’s?How often do you receive RFI’s? What are some of the standard What are some of the standard
questions you receive? questions you receive? Do you respond to RFI’s or send Do you respond to RFI’s or send
clients to your website instead?clients to your website instead?
RFI’s – A Supplier’s PerspectiveRFI’s – A Supplier’s Perspective
What do you add to make your What do you add to make your company stand out?company stand out?
Have you found that responding Have you found that responding to RFI’s increases your chances to RFI’s increases your chances in winning business?in winning business?
RFI’s – A Supplier’s PerspectiveRFI’s – A Supplier’s Perspective
When distributing a RFP, what When distributing a RFP, what information do you provide?information do you provide?
Do you provide specifics or just Do you provide specifics or just general details?general details?
How much if at all does How much if at all does procurement play a role in the procurement play a role in the RFP process?RFP process?
Do you encourage contacting Do you encourage contacting previous suppliers?previous suppliers?
RFP - BuyerRFP - Buyer
What are some of the common What are some of the common mistakes a Supplier can make mistakes a Supplier can make when responding to a RFP?when responding to a RFP?
Do you submit an “apples to Do you submit an “apples to apples” template to be used for apples” template to be used for evaluations?evaluations?
Does your company have a Does your company have a three bid requirement?three bid requirement?
RFP - BuyerRFP - Buyer
What information would you like What information would you like to see in a RFP that you currently to see in a RFP that you currently don’t see?don’t see?
What are some of the common What are some of the common mistakes a Buyer can make when mistakes a Buyer can make when submitting a RFP?submitting a RFP?
RFP - SupplierRFP - Supplier
How do you ask if the Buyer is How do you ask if the Buyer is obligated to request 3 bids even obligated to request 3 bids even if they know they cannot use if they know they cannot use you?you?
How often have you had to bid How often have you had to bid on a piece of business for a on a piece of business for a long time existing client?long time existing client?
RFP - SupplierRFP - Supplier
Buyer / SupplierBuyer / Supplier What are the key elements What are the key elements
needed in creating a winning needed in creating a winning bid?bid?
RESPONDING TO A RFPRESPONDING TO A RFP
What format do you use in What format do you use in creating a winning bid? creating a winning bid? Word DocumentWord Document Power PointPower Point Story BoardsStory Boards
RESPONDING TO A RFPRESPONDING TO A RFPSupplierSupplier
How creative do you get? Descriptive paragraphs, renderings, photos…etc.How much lead time do you need for a standard proposal? How much lead time do you typically get?How much does the lead time effect your creativity?
SUBMITTING THE PROPOSAL
What is your #1 frustration when What is your #1 frustration when receiving a proposal?receiving a proposal?
What does the supplier have to What does the supplier have to do to set them apart?do to set them apart?
RECEIVING THE PROPOSALRECEIVING THE PROPOSAL
What are the reasons you may What are the reasons you may not select a company?not select a company?
How much is the creativity necessary? Are you just looking at the bottom line?
EVALUATING THE PROPOSALEVALUATING THE PROPOSAL
Do you allow in person Do you allow in person presentations? Why or why presentations? Why or why not?not?
How much follow up after a How much follow up after a proposal has been sent is proposal has been sent is expected? How much is too expected? How much is too much?much?
EVALUATING THE PROPOSALEVALUATING THE PROPOSAL
Do you share information from one bidding company to another?Do you rebid based on best ideas?Do you Respond to unsuccessful Buyers?Do you rebid with winning Buyer based on information gained in the process?
ETHICS - Buyer
How do you protect your intellectual property?What else do you expect the Buyer to do or not do?
ETHICS - Supplier
Can RFI’s and RFP’s be used as a negotiating tactic?How much is negotiable?When do you walk away?
Some Random ThoughtsSome Random Thoughts