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The Secrets of Successful RFPs Secret #24 – Do not disclose one proposer’s information to another. Avoid “technical leveling”, “technical transfusion”, or “auctioning” as they cannot be justified as “fair and open”. Hear what the President of NIGP says about this book . . . “I have found the Request for Proposal Handbook by Michael Asner to be a great training tool for my buyer staff. Although I have an experienced staff, they have had limited exposure in their careers to RFPs. The best practices information, examples and checklists all have proven to be wonderful tools. Thank you Michael.” Ron Watkins CPPO, Purchasing Manager This snapshot is taken from our new 400-page reference text, The Request For Proposal Handbook (Third Edition). This book focuses on best RFP practices that will help you be successful. Chapter 5 of The Request For Proposal Handbook (Third Edition) identifies five excellent RFP manuals. Secret #24 – Do not disclose one proposer’s information to another. Avoid “technical leveling”, “technical transfusion”, or “auctioning” as they cannot be justified as “fair and open”. The Federal Transit Adminstration’s (FTA) Best Practices Procurement Manual is great! They have dealt with this critical topic of auctioning in terms of its impact on competition. They have avoided dealing with it as an ethical issue (which it is). During discussions with offerors, you may be requested to ask all proposers to submit proposals with an advantageous approach proposed by one of them. Someone on your team may suggest that a technique used by proposer A would complement proposer B's approach well and could result in an advantageous offer from B. Also, after price proposals have been evaluated, someone may suggest that a proposer with a high technical score should be asked if it can meet a price which happens to be the price of a competitor. Such techniques are considered technical leveling, technical transfusion or auctioning. The disadvantage of these techniques is that proposers may react adversely. Because they are concerned about their position relative to their competitors, and want to keep their strengths confidential from their competitors, they may become more secretive in their discussions with you if they sense you may relay their ideas, pricing, or positions to their competitors. This is not to discourage discussion of price or suggesting major revisions in a proposal, but rather to discourage the disclosure, even indirect, of one proposer's information to another. They may hold back their strengths and valuable information, waiting for a BAFO. This can greatly inhibit the negotiation of the most advantageous proposal. Learn how you can reduce the risks by developing a more effective RFP and a better process. Learn about this RFP Guide and four others. Learn about the best practices from more than sixty jurisdictions based on Michael Asner’s 20-years of experience. Chapter 5 of The Request For Proposal Handbook (Third Edition) focuses on excellent RFP manuals. Those few publications which are easy to read and convey solid advice in terms of ‘best practices’. Chapter 5 features publications from The entire 400-page book focuses on how to create effective, low-risk RFPs. You will learn about best practices that will help you be successful.
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