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RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
RFP-Respond/Not Respond Costs to the Corporation/Vendors
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RFP-Respond/Not Respond Costs to the Corporation/Vendors

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  • 1. RFP-Respond/Not Respond Costs to the Corporation/Vendors Maureen Acker, The Dow Chemical Company John Sculley, RIS Consulting Group Don Smith, Altair Global Relocation “ Trust, But Verify” Quote from Ronald Reagan when dealing with the Russians and the US missile agreement in 1987
  • 2. Maureen Acker The Dow Chemical Company
  • 3. Working with Procurement Step 1: Process Pre-work Step 2: RFP Development Step 3: RFP Launch Step 4: Service Provider Evaluation Step 5: Service Provider Selection Step 6: Contact Development/Award Step 7: Transition/Implementation Step 8: Ongoing Service Provider Management Step 1 Step 4 Step 5 Step 6 Step 7 Step 8 Step 2 Step 3
  • 4. Level of Engagement: Procurement Procurement Engagement Varies by Activity Step 1 Step 4 Step 5 Step 6 Step 7 Step 8 Step 2 Step 3
  • 5. RFP Process - Costs
    • Average size team – 6 people
    • Average duration – 3-6 months
    • Costs
            • - People - $20,000 - $30,000
            • - Travel for onsite visits - $3,000-$6000
            • - Switching costs - $5000-$20,000
            • - Consultant - $10,000-$50,000
            • - Total $38,000-$106,000
  • 6. RFP - Benefits
    • Refresh program offerings
    • Reduce costs
    • Improve customer (internal) satisfaction
    • Enhance relationships
    • Solidify Strategy
  • 7. Developing Strategic Partnerships
    • Move from regular bidding process (i.e. every three years) to ongoing tracking
    • Understand client strategy and 5 year plan
    • Proactive in managing program
    • Assist client in understanding “total cost” and how you are managing
    • Benchmarking events integrated into contract
  • 8. Developing a Strategic Partnership
    • Convert information into knowledge
      • Housing market worst in 20 years
      • Deregulation of HHG
      • Costs have increased 20%
  • 9.  
  • 10. John B. Sculley RIS Consulting Group
  • 11. A Consultant’s Perspective
    • Our Place in the Relocation Industry: Independence, Neutrality, Objectivity
      • Advisors to Employers: Needs & Solutions
        • Relocation Assistance Policy Design
        • Administrative Processes & Service Model
        • Supplier Specifications & Selection
        • Program Performance Evaluation
      • Research & Feedback for Suppliers
        • Customer & Client Satisfaction Measurement
        • Performance & Perceptual Assessments
        • New Product Testing & Training
      • Educational Resource to Industry Associations
  • 12. A Consultant’s Perspective
    • The RFP Process : What We Do
      • Lead/Facilitate/Support Client Team’s Process
        • Past Program Results & RFP Objectives
        • Service Specifications & Decision Criteria
        • Supplier Screening & Evaluation
          • RFI, Proposals & Presentations
          • Reference Checks & Site Visits
          • Selection Rationale & Documentation
          • Negotiation & Implementation Advice
      • Equip Client to Make Informed Decisions!
  • 13. A Consultant’s Perspective
    • The RFP Process : What We Experience
      • The Good -- Professionalism, Integrity
        • Concise needs-based RFP
        • Small field of pre-qualified suppliers
        • Qualitative & quantitative decision model
      • The Bad -- Indecisive, Expedient
        • Uncertain objectives and preferences
        • Irrelevant, excessive data collection
      • The Ugly – One-sided, Uninformed
        • Cattle call of bidders
        • Poor time management
        • Unrealistic, disrespectful expectations
        • Subjective decisions without feedback to bidders
    • Result : Suppliers’ Reluctance / Selectivity on RFP Responses
  • 14. Donald F. Smith Altair Global Relocation
  • 15. Challenges Facing Bidders
    • Lack of Regular Pre-bid Access
    • Limited Relocation Expertise in Procurement
    • Less Time to Build Differentiation
    • Trend Towards On-Line Bid Process
  • 16. Dealing With The Challenges
    • Commit to Add Value on Every Call
    • Become a Trusted Industry Resource
    • Be Respectful of Time and Schedule
    • Deliver a World-Class Written Proposal
  • 17. Information Required to Assess Opportunity
    • % Win/Loss When Supplier Has No Prior Relationship
    • % Win/Loss When RFP is Domestic Only, or Domestic & Global
    • % Win/Loss When Global is Administered Centrally w/in US or Tri-regionally
    • If You Decline to Bid:
      • Personal Call
      • Written Note
  • 18. Costs Associated With Bid Process: Cash In the Door May 31, 2008 Implementation$40,000 1 st Authorization Received January 1, 2008 Contract Negotiation $20,000 Cumulative Cost by Phase Site Visit $15,000 Presentation $13,800 RFP $6,300 RFI $2,300
  • 19.
    • Q & A

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