I recently had a e-newsletter forwarded to me regarding two failed RFP processes. The author, a financial consultant, had assisted two clients with RFP processes, and in both cases the proposals submitted failed the financial evaluation. The consultant blamed it on the vendors for not asking the 'budget question', which supposedly the client was willing to disclose if asked.
My immediate issue was "why didn't they just disclose it in the first place?" An RFP is not meant to be a 'game' where we hold back information and hope someone guesses it right. We, as buyers, actually want a process to 'work'. We try to anticipate the potential questions in advance, and provide as much information as possible to receive the best possible proposals to meet our needs. Yes, sometimes things are rushed and the subject matter experts didn't think of 'everything', but in reality, we want to award a contract at the end of the day.
What are your thoughts on the RFP process? Is it a game of cards where you have to anticipate what's in the other hands? Is it only a game of cards with CERTAIN organizations?
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