Five Things Every RFP Should Contain
As an IT consulting firm providing network integration, web design and software development services to small to medium sized clients in the D.C. area, we receive lots of RFPs (both solicited and unsolicited). Please note that most of the RFPs I deal with are in the area of web design and development, so some of my comments may not apply to RFPs for different services or products; however, in general, I think my comments apply across many kinds of RFPs and other formal (or informal) solicitations for products and/or services.
The RFPs I review vary greatly in terms of quality and quantity. I’ve seen good proposals that are no more than a couple of pages. I’ve seen not-so-good proposals that go on for 20 to 30 pages. Quantity (or the thud factor) does not necessarily correspond to quality. Since most of the proposals I read are related to web development, the discussion points and examples below will be geared towards that particular kind of RFP. Here’s what I think all good proposals should include:
- What are the critical success factors and key requirements for the project?
- Who’s involved in the decision-making process?
- What criteria is being used to select a vendor?
- What internal (or external) constraints affect the project?
- How much has been budgeted for the project?
As a general rule, the more time and energy that the proposer invests in the RFP, the more likely we can either (a) propose a solution that we believe meets their requirements or (b) help them find a vendor that is better suited for their project or (c) decline to bid, which saves everyone time.
I’ll deal with these five discussion points in future blog entries. If you have others you’d like to see added, please let me know. The true power of a blog is not in the initial posts, but in the subsequent discussion that it provokes.
As always, I welcome your comments about this blog. Post them online for everyone to view or e-mail them to me at james99 (at) networkats (dot) com.
January 6th, 2007 at 7:47 am
I have also experienced those cases where we accpeted with a proposal not more than 7 to 8 pages. the factors i usually cared about in initial discussions of the project is to highlight
>our understanding what the client exactly requires
>how we will cater those requirements i.e. features and fcuntions
>our approach and methodology of work in development and with client.
>our experties and experience to assure client that we can do this.
>cost and constaints (internal and external).
this somewhat matches what you have proposed..and i am agree as i have won clients using this time safely approach , targetting what client want and not focusing much on what we can do and waht we have done.
January 6th, 2007 at 9:12 am
Asif - Nicely put. Thanks for your comments.