REQUEST FOR PROPOSALS

REQUEST FOR PROPOSALS

  • Posted: Feb 21, 2016
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REQUEST FOR PROPOSALS You can always find Trusted Companies that work with the Management Industry on SFPMA.com View our Members Directory – FIND-A-SERVICE Is the RFP process effective? A year after I select the service, will I be better off than I was before? Will I have the partnership I envisioned during the RFP process? A case in point – many companies are looking to Managed Services companies to outsource part or all of their operational functions. In order to do this effectively, there needs to be real clarity from the leaders of the organization about what they want and what model fits their company best. The most successful relationships are when there is a true partnership between Properties and their Services Providers, but how do you find this out during the RFP process? When the rubber hits the road, will the vendor meet the contractual requirements? Most of these relationships fail between the lines of the contract. For example, the vendor is hitting SLAs, but your costs are growing at an alarming rate because of change orders. You thought there was pricing clarity but there were wild cards in the contracts. Who is the active executive sponsor and, along with them, who is the partner managing my account who is up to date on what is happening? Why is this important? There will be issues which are gray areas in the contract and may be open to interpretation. Having a vendor who is truly customer oriented and an executive from the company who will work with the customer to ensure their satisfaction is critical. Most vendors have a day-to-day management system set up, but is the person managing the account a true Operations person who can answer most technical questions? Or is he or she actually a salesperson who, once the deal is sold, isn’t current and doesn’t know the answers to technical issues which may arise? There are other areas which are important, depending on whether the client makes a pure cost based selection or a value added selection. A company motivated to drive ticket volumes down, automate, perform detailed analytics, and make recommendations is more value oriented. During an RFP process, how do you determine which vendor is transformational as opposed to a pure cost savings model? Some RFPs we see cover parts of it, but critical areas are missing which don’t give the organization a clear picture of different value propositions. It is difficult to walk through an RFP and show transformational behavior with the trends we have seen….

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