The Secrets of Successful RFPs

Secret #39– Don’t use an RFP when you simply can’t support fair and open competition.

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

City of Grand Junction, Colorado

President, National Institute of Governmental Purchasing

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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 #39– Don’t use an RFP when you simply can’t support fair and open competition.

Chapter 1 of the Handbook deals with this issue:

The State of Arizona has recognized that sometimes you simply can’t have a “fair and open competition”; sometimes there is only one course of action. In these cases, they invoke their policy dealing with Impracticable Procurements. Here’s what they say:

An impracticable procurement should be an infrequently used procurement method. The determination and approval of an impracticable situation should occur prior to the initiation of the procurement and should be supported by clear and convincing evidence that such procurement is in the best interests of the State.

An impracticable circumstance is one in which the need for materials, services, or construction cannot be expeditiously or cost-effectively met through normal procurement methods. An impracticable procurement shall be limited to those materials, services, or construction necessary to satisfy the momentary need. Should an ongoing need exist, a competitive source selection shall be employed as soon as feasible.

Following are a few situations from which an impracticable condition may arise:

· A state office is hosting a workshop on a highly technical project. An international expert on the topic is needed as the keynote speaker. The agency has worked on the project with one speaker who has both the credentials and the audience appeal;

· The legislature has mandated a contract for services from a specific provider; or

· Time-sensitive follow-up work is required on a highly complex project . . .

While this policy seems obviously sensible and highly useful, it appears to be unique to Arizona.

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.

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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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