RFP Review 7 Key factors This presentation will

RFP Review- 7 Key factors This presentation will help you understand what are the key factors that need to review from RFP Document carefully in order to prepare Time bounded, Customer focused responses. © 2016 Moreshwar Gosavi, All Rights Reserved 1

RFP-too lengthy to read…!! RFP (Request for proposal)- A document is sometime too big that it’s not possible to read it completely, however on the other hand it makes the “Proposal Writer’s” role more difficult in terms of choosing what is really of their use & what is not. This presentation will further help in analysing the key sections that needs to be focused while initially reviewing the document & take down the required information for further planning. © 2016 Moreshwar Gosavi, All Rights Reserved 2

So, lets get started… There are 7 key factors in every RFP Document that needs to be focused. Lets take a look at each one of them in details. © 2016 Moreshwar Gosavi, All Rights Reserved 3

Client background & overview This is generally the beginning part of document & can be found under Introduction, Background or Overview section in Table of contents. 1 This section will give more idea on what business client is into. Also, this will allow to know us about client’s Vision & Mission which is very important for us to understand their business objectives & needs. This section will help us in preparing ‘Executive Summary’ which is one of the most important part of every proposal response. © 2016 Moreshwar Gosavi, All Rights Reserved 4

Client’s pain area § This is again one of the most important aspect of RFP document which needs utmost attention. 2 § This is nothing but client’s business requirements, objectives & needs. This information can be gathered usually from ‘Scope of work’ section. Sometime client will clearly mention about an issues they are experiencing with current system & their motive behind releasing this RFP. § This is an opportunity for us to show we can help them by providing excellent solution with our product/services. § It will again help us in preparing ‘Executive Summary’ as well as giving the best suitable solution that helps them achieve their business objectives. © 2016 Moreshwar Gosavi, All Rights Reserved 5

Pricing / Costing 3 § This is the most important aspect of any RFP Document & Proposal response. § One of the key factor which can lead the client whether to go with the vendor or not. § Most of the time client will brief about their estimated budget as well as important instructions to be considered while offering pricing. So, we need to read over very carefully if there is any specific information related to Pricing/ Costing in RFP. § This section will give us some idea on what are their expectations about pricing so that we can offer the best suitable option to clients. § This section will help us understand payment terms & conditions of client. © 2016 Moreshwar Gosavi, All Rights Reserved 6

Service terms & conditions 4 § Most clients will specifically state their terms & conditions for us if we get the contract. So, it becomes very important for us to check & make decisions how we can comply with those. § This is usually listed under heading of ‘Terms & Conditions’ or along with ‘Terms of conditions’. § This information helps us aligning client’s requirement with our standard terms & conditions. © 2016 Moreshwar Gosavi, All Rights Reserved 7

Proposal Submission Instructions 5 § Almost all of the clients will have their own requirements in respect to the Proposal Submission. § Need to review these instructions thoroughly as to comply with their acceptance criteria. § E. x- client may ask for Electronic Copy, Hard copy couriered to their address or both. Also, if there is any specific format, type of document (Word, PDF) etc they are look for. § Usually this information can be found under headings like, ‘Proposal Submission Instructions’ or ‘Submission Guidelines’ etc. § This will help us to avid misunderstandings & miss the opportunity for that sake. © 2016 Moreshwar Gosavi, All Rights Reserved 8

Proposal Submission Deadlines 6 § This is treated as one of the critical factor towards the 1 st step of success. § Clients will clearly state the Proposal Submission timelines in RFP. It is very important to read & make a note of it carefully to avoid missing the timelines. § Client allows specific time for the vendors to respond to their RFP in-order to facilitate Vendor assessment, selection & finalization activity. § As being a vendor we need to comply with these timelines strictly. § We can use different tools available like, Outlook planner, Windows reminder, sticky notes etc. to plan things effectively. © 2016 Moreshwar Gosavi, All Rights Reserved 9

Post Submission Follow-up § After the proposal response is been submitted to the client the activity is not over yet. § Post submission follow-up is also very important in order to create impression & to show willingness & interest to serve the client. 7 § Most times client will mention the point of contact for follow-up & additional questions. § We need to make a note of this as to develop further relationship with client. § This is generally mentioned along with ‘Proposal Submission Instructions’ or sometime differently. © 2016 Moreshwar Gosavi, All Rights Reserved 10

§ Although not all RFP’s are same, these are some of the most common areas which we can focus at while reviewing the same. Conclusion § Still as per the situation & need we need to make our own judgement on finding the relevant information & using the same. © 2016 Moreshwar Gosavi, All Rights Reserved 11

Thank you…!!! Please feel free to redirect any questions or concerns to me. © 2016 Moreshwar Gosavi, All Rights Reserved 12