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The Secrets of Successful RFPs Secret #32 – Be precise. Define the terms you use, including ‘RFP’, in the RFP document. 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 President, National Institute of Governmental Purchasing 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 1 of The Request For Proposal Handbook (Third Edition) deals with fundamental issues: different definitions of RFP, when to use an RFP, the amount of effort that is warranted, and the pros and cons of using an RFP. Secret #32 – Be precise. Define the terms you use, including ‘RFP’, in the RFP document. Procurement terms are confusing to many vendors and the same term can have different meanings in different jurisdictions. The best practice is to begin the RFP with a section containing the definition of key terms such as ‘mandatory’, ‘desirable’ and ‘RFP’ itself. These definitions help to ensure that the vendors understand your requirements and the process. These definitions promote good communication with the vendor community. Chapter 1 of the Handbook deals with this issue: Our discussion of RFPs begins with the term itself. What is a Request For Proposal? There are many different definitions. Some are complex; others, simple. The one that I prefer is: A Request For Proposal is a formal invitation from an organization to a supplier to submit an offer. The offer is to provide a solution to a problem or a need that the organization has identified. An RFP is a procurement process in which the judgment of the supplier's experience, qualifications and solution may take precedence over price. Learn how you can reduce the risks by developing a more effective RFP and a better process. Learn about the best practices from more than sixty jurisdictions based on Michael Asner’s 20-years of experience. 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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