SESSION 1: High-Performing RFPs - Simplar

SESSION 1: High-Performing RFPs

Developing High-Performing Requests for Proposal Description Writing a Request for Proposal (RFP) can be a daunting task. However, selecting the best supplier is one of THE most important steps in delivering successful project outcomes. This session will explain the elements that make up a “High-Performing RFP” and the importance of positioning your organization as a “Client of Choice” to attract the most qualified supplier teams. We will cover specific tips for different project types to help you approach your next RFP with confidence and ease. Learning Objectives

• Identify the Five Foundations of RFP Excellence • Learn how to organize a High-Performing RFP (the actual structure, topics, and content) • Understand tips for different industry sectors (IT, Facilities Management, Business & Professional

Services, Design & Construction, etc.) • Elevate your RFP practices to become a “Client of Choice”

Workshop: RFP Scorecard How does your RFP rate? Receive the training, tools, and skills to review and grade your organization’s RFPs and track their quality over time. In this workshop, you will work in teams to review, assess, and discuss a variety of RFPs, including those provided by your fellow attendees. Using an RFP Score Card, you will hone your RFP review skills and be prepared to act on your next RFP. Tools, Templates, and Handouts

• 5 Foundations of RFP Excellence • Industry Insights – RFP Considerations for Different Project Types • RFP Scorecard Template

Session 1 of 6: High‐Performing RFPs

Simplar & Center for Procurement Excellence

High‐Performing RFPs

RFP Training Program

Agenda

• Introductions

• Solicitation Types•Organizing a High‐Performing RFP• The Foundations of Procurement Excellence

•Putting “RFP Excellence” into Practice

Zoom Best Practices

•ASK QUESTIONS! Use the group chat function

•During breakout sessions, be sure to 1) turn on your video & audio and 2) share your screens for collaboration

•During the breaks… step away from your computer!

Introductions



Simplar• Group of researchers and educators

• Integrated with all parties (clients & vendors)

• Developed tools, training & hands‐on support:– Organizational Transformation– Procurement & Sourcing– Risk‐Based Partnering & Contracting– Project & Risk Management– Performance Measurements

•Become a Client (or Vendor) of Choice

What is a Client of Choice?•Vendors want to propose on your project…

–With their best people–In a thoughtful & project‐specific manner–With their most competitive pricing

•Utilize RFPs as a Value‐Creator…–Bring innovation to optimize outcomes–Identify the best approaches to minimize risk in execution–Bring solutions to maximize quality and service levels

InformationTechnologyNetworkingData centersHardwareCOTS softwareERP systems

Help desk serviceseProcurement

FacilityManagementmaintenancelandscapingsecurity servicebuilding systemsindustrial movingwaste managementenergy management

custodialconveyancepest control

Health Insurance/Medical Services

Manufacturing

Business/Municipal /University Services

Construction/Design/EngineeringInfrastructureMunicipalLaboratoryEducationHospitalFinancialSpecialty

RenovationRepairMaintenanceRoofingDemolitionDevelopmentSupply chain

DBBCMARDBIDIQJOCLow BidIPD

20+ Years | 150+ Organizations

3,000+ Projects | $15+ Billion Procured

diningmulti-media rightsfitness equipmentonline educationdocument managementproperty managementaudiovisualcommunications systemsemergency response systemslaundry

retirement fund material recyclingbookstoresfurniture

Current & Recent Partners



Simplar’s Recent IT (software/hardware) Projects• Telecom System ‐Wires, Data Network, Vid Conf & User Support ($35M)

• System Integrator for Generation Enterprise Asset Management ($25M+)

• Telecom Management Solution ($1.5M)

• Peoplesoft HR, Financial, etc. ($850k per system)

• ERP public sector org ($34M to $85M)

• ERP private sector org ($4M+)

• Human Resources Management System (HCMS) ($4M+)

• GIS‐Based Asset and Work Management Implementation ($600k)

• DMV Legacy System Replacement ($25M)

• Campus Network ($52M)

• Identity & Access Management Solution ($1M)

• Radio System Upgrade ($1.5M)

• Capital Project Management System ($700k)

• Electronic Call Monitoring System & Call Center Replacement

• PCB Tracking & Condition Assessment System ($1M+)

• Electronic Document Mgmt System ($4M+)

• Organizational Change Management for Software Adoption (multiple)

• System Integrator for ERP ($75M+)

• Snow Plow Mobile Data Collection ($2M)

• Housing Management System ($200k)

• IT Monitoring Solution ($100k)

• Wireless Network – Residences ($400k)

• CRM Solution ($1M)

• eCourse Evaluation Solution ($400k)

• EDRM Solution ($500k), ePAR People Soft ($600k)

• Asset Management System ($300k)

• ITS Central Control System ($700k)

• Recreation Management System ($600k)

• Mobility Management and Administration System ($700k)

• Enterprise Document Records & Mgmt System

• Demand‐Side Management Software ($1.5M+)

• Building Analytics Software ($1.5M+)

• Anti‐Money Laundering (AML) System ($2M+)

Simplar’s Recent FM & Business Services Projects• Dining (Multiple) ($150k ‐ $1.2B)

• Cold Beverages ($2‐$5M)

• Document Mgt/Printing ($2.5M‐$4M)

• Bookstore ($650M)

• Travel Management ($15M‐$50M)

• Campus Network ($52M)

• Identity Access Management System ($2M)

• Retirement Fund Management ($248M)

• Athletics Financial IT System ($3M)

• Recycling & Waste Management ($900k)

• Janitorial ($25M)

• Security Services ($25M)

• Peoplesoft HR, Financial, etc. (approx. $850k per system)• Security System IT ($5M)• Library System Master Plan ($400k)• Gym Equipment ($250k)• Sports Marketing ($80M)• Furniture ($50K‐$20M)• Construction Services Program ($50K ‐ $30M)• Parking Management System (Tech & IT) ($2M)• Elevator Maintenance ($1.5M)• Snow Removal ($400K)• Transportation Services (Athletics) ($300k)• Linen, Moving, IT Consultants, Finance Controls, Master Planning, Renovations, Pcard System, etc.

Simplar’s Recent AEC Projects• $250M Hazardous Waste Removal

• $100M Office Building

• $1.5B Mainline / Trunkline (100+ projects, 6‐10 yrs)

• $400M+ Groundwater Treatment

• $50M Hotel

• $30M Smart Grid Consultants & OCM

• $30M Smart Grid Change Management

• $900M Smart Grid/Meter Replacement (1.5M Electric/700 Water)

• $3.1M Design for $60M Turbine Replacement

• $400K Design + $2.5M Solar Microgrid

• $3M Automated Metering OCM

• $500k On‐Call Distribution Engineering Design

• $1.5M Hydro‐Generating Station Re‐Licensing

• $XXB+ Tech Site

• $3M Electrical Substations (x2)

• Construction Mgmt List / VOR Program

• $1.2M COR Program/Audit

• $16M Police Facility (Design & CMAR RFPs)

• $7M Public Works Field Operations Facility

• $5M Environmental Site Rehabilitation

• $1.2M Capital Project

• $250k Engineering Analysis of Utility Distribution Network

• $1.2M Annual Audit Consultant

• $10M+ City‐wide Parks Program

• $1.5M Construction Project Mgmt Software

• $600k Remedial Investigation (Marina)

• $20M Residence Hall (Design‐Build)

• $5M+ Wireless Telecom (City‐wide upgrade to 5G)

Common Results of XPD Strategies

• 20‐40% Reduction in Schedule Delays

• 35‐50% Reduction Cost Growth / Change Orders

• 10‐95% Reduction in timeManaging Vendors

• 25‐99% Reduction in time Evaluating Proposals

•Attract top vendors and their ‘A‐teams’ ...… Fewer headaches, less waste, better quality.



Center for Procurement Excellence (CPE)

Center for Procurement Excellence (CPE)CPE is a non‐profit, 501(c)6 membership organization

MISSIONImprove effectiveness of RFPs for public and private organizations

worldwide

GOALRFPs that emphasize the CPE Principles of Fair, Open, Transparent, Value, and Integrity

RESOURCESProfessional Development Training, RFP Templates, Advocacy

4) Select the Top‐Evaluated Vendor(s)

1SOW 2RFP

General Procurement Process

VendorProposals

3Evaluate 4Clarify& Plan

#1

#1

#2

#3

RFP Training Program Session #1Jan 22

Session #2Feb 09

Session #3Feb 26

Session #4: RFP Admin & LeadershipMar 05

Session #5: XPD (Advanced Techniques)Mar 26

Session #6: XPD for Challenging ProjectsApr 09

General Procurement Process



3 Types of SolicitationsBased On

Award Factors

3 Solicitation Award Factors

1. Award based on Cost only

2. Award based on Qualifications only

3. Award based on Cost & Qualifications

Solicitation 1 ‐ Cost Only Award

Industry Acronyms

ITB ‐ Invitation To Bid

RFQ ‐ Request For Quote

IFB ‐ Invitation For Bid

RFB ‐ Request For Bid

RFT ‐ Request For Tender

Industry Acronyms

ITB ‐ Invitation To Bid

RFQ ‐ Request For Quote

IFB ‐ Invitation For Bid

RFB ‐ Request For Bid

RFT ‐ Request For Tender

ITB Mechanics

Vendors Submit Bid Packages

Advertise Award To Lowest Cost

ITB Lowest Cost Is Selected



ITB Weakness #1

Treats Project/Service as Commodity

ITB Weakness #1Treats Project/Service as Commodity

Experience is not considered or valued

Qualified personnel is not considered or valued

Better solutions are not considered or valued

Mitigating risks is not considered or valued

Cost is only factor that is important

Approach to Financial Evaluation

• Traditional approach: largest percentage discount

Average of Furniture Program Discounts: 60%

$10,00050%Furniture List PriceDiscount % Final Price

$5,000$12,00058% $5,000

Dealer ADealer B

ITB Weakness #2

Scope of Work Must Be Accurate



ITB Weakness #2Scope of Work Challenges

•Complete•Accurate• Explicit

ITB Weakness #3

Assumption That Vendors Can Understand Your Statement of Work

ITB Weakness #3Not Everyone Can Understand•Vendors do not all understanding the same way

•Vendors do not all perceive the same way

•Vendors may not all know how to price your requirements

ITB Weakness #4

Poor Performers Can Still Win



ITB Weakness #4Poor Performers Can Win• Experience is not considered or valued•Qualified personnel is not considered or valued•Better solutions are not considered or valued•Mitigating risks is not considered or valued

Solicitation 2 ‐ Qualifications Only Award

Industry Acronyms

RFQ – Request For Qualifications

SOQ – Statement Of Qualifications

QBS – Qualifications Based Selection

Industry Acronyms

RFQ – Request For Qualifications

SOQ – Statement Of Qualifications

QBS – Qualifications Based Selection

Solicitation 3 | Cost + Qualifications

Industry Acronyms

RFP – Request For Proposals

RFS – Request For Solution

Industry Acronyms

RFP – Request For Proposals

RFS – Request For Solution

RFP Mechanics

Vendors Submit Proposals

Advertise Award To “Best Value”

RFP Proposals Evaluated



RFP Challenges

•More complex (multiple award factors)

•Requires more resources (evaluation team, read responses)

• Evaluation takes more time

•Decision is more difficult to defend (they are opinions)

•Opportunities for collusion (can be used to pick favorites)

Why RFPs are Essential to Successful Project Outcomes

Fair: Equal Opportunity to WinImportance of a High‐Performing RFP

RFPs are a direct reflection of your organization and project.Is your RFP…• Organized vs. Scattered?• Professional vs. “Thrown Together”• Easy‐to‐Follow vs. Confusing?• Tailored vs. Recycled?• High‐Performing vs. “Same Old”?

All Procurements Are Urgent!

90% Urgent

10% Extremely Urgent



What can we do to move procurementinto warp speed?

Common Things that Slow Down Procurement• Poor quality Statement of Work.

• Procedural items that are “clunky” or poorly coordinated.

• Lack of commitment from users, evaluators, and/or executives.

• Lack of clarity on what (and how) to evaluate.

• Large volume of proposal materials.

• Lack of interest from high‐performing vendors.

Goal:Become a

“Client of Choice”

What is a Client of Choice?• Vendors want to propose on your project…

–With their best people– In a thoughtful manner–With their most competitive pricing

• Internal Clients see RFPs as a Value‐Creator…–Bring innovation– Identify the best approach–Bring solutions to minimize risk in execution

Because you are fast, efficient, organized, and professional!



Becoming a Client of Choice:

Critical to Consider How Vendors Think

Some Clients May Not Realize……Vendors Have Options

(You Are Not The Only “Fish” In The Sea!)

The Goal Is To Look More Attractive Than Other Clients & Projects!!! Potentially “Dangerous” Clients

• Procurement is not FAIR, OPEN, and TRANSPARENT

• Procurement does not value EXPERTISE

•Micro‐manages, not open to innovation

• Unrealistic expectations

• In a hurry & willing to pick up the pieces later



Organizing a High‐Performing RFP

Center for Procurement Excellence RFP Templates

RFPRequest for Proposal

Information Technology (IT)Software Implementation Template

RFP Number: #####RFP Release Date:MM/DD/YYYY

RFP Due Date: MM/DD/YYYY

Our Goal:

Organize & Simplify a High‐Performing RFP for every Industry Sector

and Project Type






Keep In Mind:

Different Projects require Different RFP Specifics.

Yet the RFP Structure & Organizationcan remain the same!






Why is this Important?

Your RFP is a “first view” for the Vendor Community

The RFP structure & contentdrives the RFP outcome!



What can we do to move procurementinto LIGHT speed?






Goal: Organize a High‐Performing RFP

• Difficult to determine what to submit?

• Increase the odds of missing a requirement?

• Unreasonable and superfluous requests?

• Necessitate lots of time to review?

• Frustrate vendors?






Goal: Organize a High‐Performing RFP

• Easy to determine what to submit

• Avoid disqualification

• Highly organized and professional

• Simple and fast for vendors to review

• Less frustrating



What You Want to Achieve

Where You Are At

General Instructions, Dates & Contact

Forms to Complete

Supplemental Information

Current Conditions




Proposal Requirements

Statement of Work

Administrative Requirements

Proposal Forms

Attachments& Exhibits

1

Evaluation Procedures

2

5

6

3

4

7

What Will Be Evaluated

How the Client will Score & Award



Quick Example:It Pays to be a Client of Choice

Why Vendor Perspectives are so Important

Large Public University – $80M Custodial

• 10 year total term

•Client concerns:–1) Will we attract enough bidders to have a solid competition?–2) What type of performance improvements are possible?

•We helped apply a High‐Performing RFP to the project…


Results:

• 12 vendors pulled the RFP = good interest!• 8 full bids = good competition!•All 8 were compliant = no frustration!

–Even with breakouts, where the scope was divided into 3 “zones” (as bid options) for a “best‐in‐class” approach.


Results:• $500K per year direct cost savings due to competition•Client’s effort reduced by 3 FTEs Client to over see QA/QC• Service Performance – substantially above historic levels

Historic Rate (previous 5 years)

Year 1 Year 2 Year 3

85% 90.5% 92% 95%*based on approximately 250 QA/QC inspections per year




Key Points:•Remember the big picture:

–Attract vendor attention–Focus on a fair, open, transparent–Make it clear & easy for them

•Results in:–Increased participation–Better competition–Solutions & savings


Current Conditions







Statement of Work


Proposal Forms


1


2

5

6

3

4

7

What goes in each section?

Common Mistake: Mixing the Sections

Current ConditionsRFP

Request for Proposal





Statement of Work


Proposal Forms


1


2

5

6

3

4

7





What You Want to Achieve

Current Conditions





Statement of Work


Proposal Forms


1


2

5

6

3

4

7

Session #2 will coverHigh‐Performing SOW + CCs:

Strategies, Structure, Content, Workshops

Where You Are AtRFP

Request for Proposal


What Will Be Evaluated

Current Conditions





Statement of Work


Proposal Forms


1


2

5

6

3

4

7


•Provide brief, clear instructions of what you are looking for (what information & content you want to evaluate)

•Refer Vendors to the corresponding Proposal Forms.

•Keep it brief. Define Maximum Page Limits.



How the Client will Score & Award

Current Conditions





Statement of Work


Proposal Forms


1


2

5

6

3

4

7



Evaluation Procedures:

In Session #3, we will cover:

• 9 specific evaluation best practices•A variety of ethical consideration in procurement


Information Technology (IT)Software Implementation Template General Instructions, Dates & Contact

Current Conditions





Statement of Work


Proposal Forms


1


2

5

6

3

4

7

67

Administrative Requirements• Questions & Inquiries• Addenda• Procurement AND Evaluation Schedule• Single Point of Contact•Method of Submission• General Terms

– Ethics– Expenses– Rights & Disclaimers– Confidentiality–Debriefings– Etc.

68

Administrative Requirements• Questions & Inquiries• Addenda• Procurement AND Evaluation Schedule!!!• Single Point of Contact•Method of Submission• General Terms

– Ethics– Expenses– Rights & Disclaimers– Confidentiality–Debriefings– Etc.





Forms to Complete

Current Conditions





Statement of Work


Proposal Forms


1


2

5

6

3

4

7

Take Charge: Client‐Defined Proposal Forms!!!

•Know what you are looking for… and ask for it!!!• Eliminate all other marketing fluff. It does not add value.

•Make it easy!!!

•RFPs can be large documents. •Vendors only have so much time to spend!

Take Charge: Client‐Defined Submittal Forms!!!

Example from Public‐Private‐Partnership Design‐Build‐Finance Project

Example from Software Implementation Project

Common Mistake: Mixing Requirements

Avoid fill‐in‐the‐blanks throughout

other sections of the RFP.

Keep everything in the Submittal Forms

(fill‐in‐the‐blank & checkboxes are great there!)






Current Conditions





Statement of Work


Proposal Forms


1


2

5

6

3

4

7




Current Conditions





Statement of Work


Proposal Forms


1


2

5

6

3

4

7

Additional Information that may be helpful to Vendors.

But don’t want to “clog up” the other sections.

Use CasesList of Pain Points

Architecture Diagrams

Current State:

Future State:

Attachments & Exhibits• Examples of Supplemental Information (IT Software):

Dashboards & FormsGlossary of Terms

Workflows

Rebate Workflow:

Discount Workflow:

Background

•Budget: $50M | 5‐year contract

• Service components [separate evaluations]Wired Telephony Data Network Services Video Conferencing Services End User Support (Help Desk)



Existing conditions

• 500 access sites; 77 video end points; 1,400 routers• 6,200 phones; 30.4M annual phone minutes• 175 data centers• 17,000 government staff members

Risk – Data Networks

• Risk: Firm B cost is 45% less• Asked Firm B to substantiate how they know cost is accurate

Evidence for Lower Cost1. Cost proposal is in line with Lower 48’s cost

2. Recent cost comparison for local municipalities for similar service [justifying the 70% difference from budget]

Cost per Mb decreased by

78%

Benefits to the State of AK

Criteria Previous Contract New Contract Difference

Wired Telephony $5.0M $3.8M 25% savings

Data Network $2.5M $0.5M 80% savings

Video‐Conferencing $1.0M $0.7M 30% savings

End‐User Support $1.5M $0.2M 85% savings

Network speed 500 mbps 2 Gbps 400% increase

RFP to Award duration 6‐8 months 4 months* 45% savings

Structured pre‐planning No Yes ‐‐

Overall satisfaction with RFPprocess and vendors

‐‐ 100% ‐‐

*including contract pre‐planning



Other Client Comments“We struggled to put together an RFP that fully and accurately described all of our technical needs. However, with best value, we rely on the expertise of our vendors to help identify what is needed. We spent less time trying to figure out our RFP, and more time on pre‐planning the implementation.”

“With such a wide‐reaching and complex service, the evaluation process was surprisingly simple. The proposals were simple, concise, and the difference between proposers was obvious.”

“We were concerned about the problems that might come with transitioning to a new provider. The clarification phase minimizes confusion, and helps ensure that all parties’ expectations are aligned.”

Putting “RFP Excellence”into Practice

Tips for Different Project Types

Current Conditions

High‐Performing RFPs for Every Project Type






Statement of Work


Proposal Forms


1


2

5

6

3

4

7

Our Goal:

CPE’s Organized & Simplified Structure Remains the Same!

But the content, details & language

are tailored to each specific Project Type!

High‐Performing RFPs for Every Project Type• Information Technology

– Typical Software Implementation– Major Software Implementation (ERP, etc.)– System Integrator– Hardware – Organizational Change Management– Professional Services

• Facility Management & Operations– Food/Dining Services– Janitorial/Custodial– Waste Hauling/Waste Management– Operations & Maintenance

e.g. MEP/HVAC, Elevators, Safety Valves, Pest Control, Cold Beverage/Pouring Rights, Snow Removal, AMI, Underground Locates, Wireless Telecom, Furniture, Cleaning Products, Security, Landscape, Parking, etc.

• Business & Professional Services– General Business Services

e.g. Audio‐Visual, Audit, Banking, Bookstore, Customs, Insurance, Marketing, Medical, Moving, Pensions, Printing, etc.

• Design & Construction– Architecture/Engineering Services– D‐B‐B General Contractor– D‐B‐B Construction Roofing– Design‐Build (DB)– Construction Manager at Risk (CMAR)– Public‐Private‐Partnership (P3)– IDIQ / JOC / On‐Call / VoR / Standing Order



See the handout for industry‐specific insights!

Workshop RFP Assessment

Zoom!

• Turn on your video & audio!

• Share your screens to collaborate!•Have fun & introduce yourselves!

–Name, Organization, LOCATION

Your tasks1. Get into groups of 3‐4 people

2. Using the “RFP Report Card” form, evaluate the Amazon RFP– individually or conquer & divide… your choice

3. Prepare a response to the following questions:– What are the Top 2 things that could be improved in the RFP?– Explain how would this affect the owner being a “Client of Choice”



Your tasks1. Get into groups of 3‐4 people

2. Using the “RFP Report Card” form, evaluate the Seattle Children's RFP– individually or conquer & divide… your choice

3. Prepare a response to the following questions:– What are the Top 2 things that could be improved in the RFP?– Explain how would this affect the owner being a “Client of Choice”

The Foundations of Procurement Excellence Foundations of

Procurement Excellence



See handouts section Foundations of Procurement Excellence

• Fair

•Open

• Transparent

•Value

• Integrity

• Fair

•Open

• Transparent

•Value

• Integrity

For each, let’s discuss:

What does it mean?Why is it important?How to accomplish it?

Foundations of Procurement Excellence

• Fair: provide all vendors with an equal opportunity to win.

•Open

• Transparent

•Value

• Integrity


•Open

• Transparent

•Value

• Integrity

Fair: Equal Opportunity to Win

– Pre‐Conceived – Restrictive– Too Fast– Unrealistic – Too Much– Biased– Misunderstands Needs

– Discourages Vendors!

Perceptions of Ownerbeing Unfair or Unequal

– Fewer proposals– Lower quality proposals– Less qualified teams– Less competitive pricing– Less consistent pricing– Open to interpretation– Have to believe the vendor

– Brings Risk to the Project!

Impact





•Open: encourage and maximize competition.

• Transparent

•Value

• Integrity



• Transparent

•Value

• Integrity

Open: Encourage and Maximize Competition

Who knows the most about delivering the required services?Who knows the most about

delivering the required services?

An Expert Vendor




• Transparent: provide a clear, concise & accurate process.

•Value

• Integrity




•Value

• Integrity

Transparent: Clear, Concise, and AccurateHighlighted Practices from CPE:

•Clear: release your budget and schedule constraints.

•Concise: define what you want (with maximum limits).

•Accurate: seek to maximize differentiation.

Highlighted Practices from CPE:

•Clear: release your budget and schedule constraints.

•Concise: define what you want (with maximum limits).

•Accurate: seek to maximize differentiation.







•Value: optimize the organization’s return for the spend.

• Integrity





• Integrity

Value: Optimal Return for the Spend

Low‐Bid andOverly Price‐Focused RFPs both squeeze out value

and increase change orders.

Low‐Bid andOverly Price‐Focused RFPs both squeeze out value

and increase change orders.






• Integrity: ensure confidence & trust with high ethical standards.






Integrity: Ensure Confidence and Trust














Putting RFP Excellence Into Practice

• Fair

•Open

• Transparent

•Value

• Integrity

• Fair

•Open

• Transparent

•Value

• Integrity

Strategic Objective:

Become a “Client of Choice” and attract

High‐Performing Vendors across your RFPs

Strategic Objective:

Become a “Client of Choice” and attract

High‐Performing Vendors across your RFPs

Is There Anything You’d Do Differently?

Damage to Rocket‐Launch Structure• The contractor proposed an alternative procedure for removing damaged steel panels:–$1 Million cheaper than the specified process – Faster than the specified process– Safer than the specified process

Kickoff Planning – Increasing Transparency(Demolition & Site Prep)



• Finished ahead of schedule• 0 change orders or cost increases•User saved 60% in cost compared to the average

Final Result

Putting “RFP Excellence”into Practice

Summary




•Major tool in becoming a Client of Choice.

• Instrumental to successful project outcomes.

• Learnable skills that can be put directly into practice.

•Part of a network of professionals that openly share “Next Practices” (not just current practices)


CPE support RFP Excellence via…

•Webinars & Professional Development• In‐Person Training & Interactive Workshops•RFP Tools, Templates, and Process Steps•Policy Guidelines for RFP Excellence

Look Ahead to Upcoming Sessions

RFP Training ProgramDate # Topic Time

Mon, Jan 25 Intro Procurement 101 2:30pm to 3:30pmFri, Jan 22 1 High‐Performing RFPs 8:30am to 12:00pmTue, Feb 09 2 Writing a Statement of Work* 8:30am to 12:00pmFri, Feb 26 3 Evaluation Procedures 8:30am to 12:00pmFri, Mar 05 4 RFP Admin & Leadership 8:30am to 12:00pmFri, Mar 26 5 Expertise‐Driven Project Delivery (XPD)* 8:30am to 12:00pmFri, Apr 09 6 XPD for Challenging Projects* 8:30am to 12:00pm

* particularly helpful for Business Partners

• Open to all! • In‐Person (CMRI) + Virtual Options

Documents

SESSION 1: High-Performing RFPs - Simplar