Steering Your RFP Process: Strategies, Pitfalls and Roadmaps

In this episode, the speaker discusses the Request for Proposal (RFP) process in depth, its common problems, ways to mitigate them, and recommended practices to enhance effectiveness and efficiency. Key issues explored include developing scope of work, selecting the evaluation panel, RFP structure, having a realistic schedule, and clearly defining evaluation criteria. The speaker also introduces two helpful tools: the Request for Needs (RFN) and stressing the importance of the Q&A period. Several anecdotes and practical tips are offered to underline the importance of having a fair, structured, and realistic RFP process in securing proposals from high-performing vendors.

00:16 Introduction to the RFP Process

01:09 Understanding the RFP Process

03:11 Challenges in Developing the Scope of Work

05:19 The Impact of Poor Scope of Work

07:01 Strategies to Improve Scope of Work

13:58 The Importance of RFP Structure

16:53 Making Information Available for Vendors

17:11 The Importance of Submittal Forms

18:15 Key Sections in the RFP Proposal Document

20:34 Understanding the Schedule in RFP Process

21:10 The Impact of Unrealistic Schedules

22:55 The Perception of Vendors of the Client and Their Procurement Process

24:24 Selecting the Evaluation Panel

28:53 Avoiding Biased Evaluators

31:08 Recap and Final Thoughts