RRRRRRRFPs
Published by Nick Hall on 5 October 2009.Like most of our peer organizations, we receive our share of RFPs. We received one recently which - after much consideration and debate - we have chosen to decline. This is not a decision we take lightly, since this one in particular was for a pretty good chunk of money, and it wasn't until we developed a pro and cons list that we were able to come to a decision.
Here's some suggestions to consider when preparing an RFP. Do with them what you will.
1.) If you're inviting any more than half a dozen participants, you have not done your homework. This particular RFP was sent to 20 companies locally. The London Downtown Business Association solicited 50 (and we all know how that turned out). If you don't have time to research the top 5, you probably don't have time to read 20 proposals thoroughly either. Just a guess.
2.) Consider the terms and conditions carefully. This most recent one stated that the client reserves the right to use (ie. steal) whatever parts of our proposal they like, and give it to someone else. Nice.
3.) Provide enough content to allow people like us to make real recommendations and provide real insight. You are buying a creative product, not eavestroughing.
4.) Provide face-to-face time before or during the top selection process - with everyone you've selected. If the project is so important that it needs an RFP, a coffee and chat is really just due diligence. This business is about relationships after all, and you might not like everyone you've chosen. They might not like you, either.
5.) And lastly, when you have the agencies in for a presentation, only have the people present that actually have a vested interest in the process. We don't need Janet from shipping sitting in because she has nothing better to do for a minute.