How are you going to evaluate this?

Most of the time, end users define their specifications/requirements before contacting the procurement team. Over time my clients know to bring me into their planning sessions so we can build the RFP and requirements 'immediately'. However, there are times when someone has attempted to write the RFP themselves then bring it to procurement to 'post'. The most often asked question by procurement is "How are you going to evaluate proposals in response to what you've listed here?"

Being public sector, proposals are evaluated against the criteria listed in the RFP, NOT compared to other proposals (something most private sector people don't realize!!) If the requirements are not clear, then how can someone respond and score well enough?

For example: Think about 1) how you'd respond to the requests below, and then 2) how would an evaluator score it?

a) Describe your solution including points such as:
- integration with social media
- solutions currently offered
- current license agreements with 3rd party technology partners

b) Does your proposed solution contain any open source or 3rd party software?

For item a) I would assume integration is a good thing, but is a long list of unheard of solutions a good thing, or a small list of well-known solutions going to score better? And for licence agreements with 3rd parties, is it a good thing or extra layer of cost the buyer wants to avoid??

For item b) some people may want open source, some may be wary of licencing issues with 3rd party software imbedded in a solution...

So as I advise end-users, know what you want to see and give some parameters of your requirements before listing the items you want to see in a proposal. IE state you are looking for a solution that integrates with social media from an experienced solution provider with multiple options and channels...then list "provide...."

Vendors: If you don't know whether the buyer likes or dislikes 3rd party solutions - ASK QUESTIONS BEFORE THE CLOSING DATE. You never know, the buyer may have asked these questions, but the end-user may have believed 'the vendors know what we mean'...