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APMP BID & PROPOSAL CON 2015 | PAGE 2
The Best Resource Managing RFPsGENERATE AN EXECUTIVE DASHBOARD WITH SIMPLE MS OFFICE TOOLS
APMP BID & PROPOSAL CON 2015 | PAGE 3
Transparency Defined by Merriam Webster
1: something transparent; especially : a picture (as on film) viewed by light shining through it or by projection
2: the quality or state of being transparent In a business sense - Transparency is about information. It is about the ability of the
receiver to have full access to wanted information, not just the information the sender is willing to provide. Transparency embodies honesty and open communication because to be transparent someone must be willing to share information when it is uncomfortable to do so.
** See more at: http://managementhelp.org/blogs/business-ethics/2011/03/14/transparency-is-a-key-to-performance/#sthash.O8btv2eK.dpuf
APMP BID & PROPOSAL CON 2015 | PAGE 5
Communication Theory of Equals
Here is where you can find it.
That’s right next to a place I’ve been.
APMP BID & PROPOSAL CON 2015 | PAGE 6
Communication Theory of Equals
Here is where you can find it.
That’s right next to a place I’ve been.
Feedback loop
APMP BID & PROPOSAL CON 2015 | PAGE 7
Where are we in this process?
Inform bosses how RFP progresses
APMP BID & PROPOSAL CON 2015 | PAGE 8
What do bosses you know want to know?
Inform bosses how RFP progresses
APMP BID & PROPOSAL CON 2015 | PAGE 9
Here is what we found bosses think about.
Inform bosses how RFPs progress
APMP BID & PROPOSAL CON 2015 | PAGE 10
YOU
Be the best
Keep internal snipers at a distance
THEY
Think they’re the best
APMP BID & PROPOSAL CON 2015 | PAGE 12
Focus the Progress Numerically
ACME RFP Status Check26 All RFP Questions 3 0 22 0
Total Count 5/26/2015 9:53 a.m. Central Time Unanswered In Progress Ready for Review Accepted3 DOS 3 0 0 05 Chuck McGavren 0 0 5 0
17 Nancy Bergantzel 0 0 17 0
APMP BID & PROPOSAL CON 2015 | PAGE 17
Total columns for everyone
ACME RFP Status Check26 All RFP Questions 3 0 22 0
Total Count 5/26/2015 9:53 a.m. Central Time Unanswered In Progress Ready for Review Accepted3 DOS 3 0 0 05 Chuck McGavren 0 0 5 0
17 Nancy Bergantzel 0 0 17 0
APMP BID & PROPOSAL CON 2015 | PAGE 18
• Read through the materials received
• Use comments and highlight • Keep track of questions• Submit questions to
gatekeeper
Pre-Read:
Give Them Help - Rapid Response Tips, Tools
APMP BID & PROPOSAL CON 2015 | PAGE 19
Give Them Help - Rapid Response Tips, Tools
• Library of frequent RFP questions • Refresh regularly with info from recent
RFP’s, product releases• Look at various customers, verticals,
new products, etc.• Add new knowledge when you find it
Use Your Toolset
APMP BID & PROPOSAL CON 2015 | PAGE 20
Rapid Response Tips – External Sources
• Sort by questions assigned to you• If you come across a topic that you know is represented in
multiple areas of the RFP, use your RFP editing tool to search for these topics and complete your responses
• Make comments in responses that you know need further review
• Tag as “in progress” to ensure that you come back to these later• Know your SME’s
• Submit questions to them• Save this info for future use
Response and RFP Management Tools
APMP BID & PROPOSAL CON 2015 | PAGE 21
Use external sources of information outside of your library• Vendor documentation that is public
• User’s guides, reporting details, login to demos• LinkedIn • Google• Your Corporate web site
• Case Studies• Press release info
• Actual product logins
Rapid Response Tips – External Sources
APMP BID & PROPOSAL CON 2015 | PAGE 22
Final Review• Re-read your responses
Rapid Response Tips – External Sources
APMP BID & PROPOSAL CON 2015 | PAGE 23
Final Review• Re-read your responses• Read Executive Summary
Rapid Response Tips – External Sources
APMP BID & PROPOSAL CON 2015 | PAGE 24
Final Review• Re-read your responses• Read Executive Summary• Read other answers
Rapid Response Tips – External Sources
APMP BID & PROPOSAL CON 2015 | PAGE 25
Final Review• Re-read your responses• Read Executive Summary• Read other answers• Look for cohesiveness in response
Rapid Response Tips – External Sources
APMP BID & PROPOSAL CON 2015 | PAGE 26
Final Review• Re-read your responses• Read Executive Summary• Read other answers• Look for cohesiveness in response• Use spell check
Rapid Response Tips – External Sources
APMP BID & PROPOSAL CON 2015 | PAGE 27
Final Review• Re-read your responses• Read Executive Summary• Read other answers• Look for cohesiveness in response• Use spell check • Use graphics and case studies wisely
Rapid Response Tips – External Sources
APMP BID & PROPOSAL CON 2015 | PAGE 29
Use Excel to Filter Only the Unfinished
Question/Header[Cover Letter] January 23, 2015Provide a minimum of five references that have contracted with you for similar cloud-based contact center solutions. These references should be willing to answer questions concerning the performance and overall solution as well as allow for an on-site visit to their facility to be able to see the product fully implemented. For each reference, please provide the following information: Company Name Contact Name Company Address Contact Telephone Number Contact e-mail address Date of Purchase Brief description of the solution in placePricing should be based on information provided in sections 2 & 3. The base bid should include all features described in this document with “menu” pricing provided when available.Indicate any exceptions to Scholastic Inc.’s requirements, note any assumptions made in the pricing. Note any exclusions/inclusions that Scholastic Inc. should be aware of in reviewing your pricing. Include pricing for implementation and professional service fees.Provide the pricing that clearly indicates the item, cost per item, total and discounting applied. Identify software licensing, hardware (if needed), installation and professional services including integration, application design, development or testing. Provide menu pricing that provides separate subtotal for each of the areas in scope.Describe Licensing StructureProvide hourly rates and estimated totals for professional services.Provide ongoing support pricing assuming a 7X24 support modelProvide optional pricing for elements described but not included in the standard price. Address training and any testing tools/platforms needed.Participate in designing the ROI model.
APMP BID & PROPOSAL CON 2015 | PAGE 30
=IF(AND(U3=1,$O3=V$1),1,0)
Let the Formulas Do the Work for You
Microsoft Excel 97-2003 Formulas
Double Click Here for Sample >
APMP BID & PROPOSAL CON 2015 | PAGE 31
Automation system agnostic
Use Any Solution That Reports Status
APMP BID & PROPOSAL CON 2015 | PAGE 32
Minimum effort, maximum boss satisfaction
Copy and Paste Your Way to Success
APMP BID & PROPOSAL CON 2015 | PAGE 36
Nancy BergantzelSales EngineerWest CorporationInteractive ServicesPhone [email protected] westinteractive.com
Contact Us
APMPPO Box 77272Washington, DC20013-7272 Phone: +1 - (202) 450-2549www.apmp.org
Chuck McGavrenRFP ManagerWest CorporationInteractive Services402-716-0431 [email protected]