1. Quantitative Research - External Research - External Assessment - Request for Proposal - Benchmark/ Pilot 2. Qualitative Research - Vendor On-site Demo - Vendor Site Demo - Vendor Conference - Vendor Customer Site Visit - Vendor Reference Calls 3. Pricing 4. Evaluation TM 241 - Technology Acquisition and Assimilation, University of the Philippines Diliman - Technology Management Center

1. TECHNOLOGY PROCUREMENT BY A
PRIVATE FIRM - Methods of Vendor Selection
TM 241 - GROUP 4
Franz Nichole Salomon
Joy Reyes
Pauline La’o
Jezekiel Garcia

2. video

3. ALLEN ESKELIN
https://www.linkedin.com/in/alleneskelin
founder and CEO of Peak Portfolio, a management consulting
firm focused on technology strategy, sourcing, and M&A
Qualified Technical Executive-QTE

6. RESEARCH PHASE
● Business Need
(~$500,000 to $10M project)
● Project Charter
Executive Management
Project Sponsor
Project Manager
Project Stakeholders
● Project Plan
● Project Schedule
● Requirements Definition
● Prioritization
● Defined Solution
(Buy over Build)
● Identifying & Contacting
Vendors (RFI)
Project Team
● Choose among 9 sub-processes
● Quantitative Research (Objective)
● Qualitative Research (Subjective)
● Validation
● Pricing (in preparation for
negotiation)
Project Team & Vendor Sales Team

7. RESEARCH:
Nin Potentia
Sub-Processe

8. External Research
External
Assessment
Benchmark/Pilot
Request for Proposal (RFP)

9. Vendor On-Site
Demo
Vendor Reference Calls
Vendor Conference
Vendor Customer
Site Visit
Vendor Site Demo

10. haha
ROUND 1 - EDUCATION
Vendor Sales Team
(actual interaction)
Vendor Companies
(RFI)

11. haha
ROUND 2 - QUANTITATIVE
AIM Corporate Solutions, Inc.
(ACSI) - http://www.aim.ph/
External Research

12. haha
ROUND 2 - QUANTITATIVE
External Assessment
Capability Maturity Mode (CMM) ISO

13. haha
ROUND 2 - QUANTITATIVE
Request for Proposal (RFP)
1. Letter of Intent
2. Table of Contents
3. General Information
4. Vendor Guidelines & Required
Proposal Format
5. Product Overview
6. Functionality Requirements
7. Technology Requirements
8. Strategic Partnership Potential (Questions for Vendor)
9. Cost (Short & Long Term Costs)
10. Appendix

14. haha
ROUND 2 - QUANTITATIVE
Request for Proposal (RFP) Software

15. SCORING MATRIX

16. ROUND 3 - QUALITATIVE

17. haha
Vendor Site Demo Vendor On-site Demo

18. haha
Example (CAR FACTORY)

19. haha
Example (CAR FACTORY)

20. haha
Vendor Customer Site Visit

21. haha
Example (SOLAR PANELS)

22. haha
Vendor Reference Calls

23. haha
Vendor Conference

24. haha
Example (BUILDING CONSTRUCTION)

25. haha
Example (BUILDING CONSTRUCTION)

26. haha
ROUND 4 - VALIDATION
Pilot

27. haha
Example (SOFTWARE)

28. haha
➢ Proof of Technology
➢ Integrity
➢ Attitude
➢ Commitment level
➢ Capabilities
CRITERIA (QUALITATIVE)

29. haha

30. haha
“The process can be adapted for use
in acquiring anything. The goal of the
process is to ensure an educated and
objective decision, create stakeholder
alignment on the decision, and
optimize negotiating leverage. The
question is which research methods
make sense given what you're
acquiring. “
ESKELLIN (2019):

31. haha
ROUND 5 - PRICING
❏ Use of “Perceived” Leverage
❏ Pre-Negotiation (based on Research)

32. EVALUATION:
Four Sub-Processe

33. EVALUATION PHASE
STRUCTURED RESEARCH METHODS
UNSTRUCTURED RESEARCH
METHODS
DECISION MAKING
*Project Sponsor
COMMUNICATING
RESULTS

34. haha
OTHER VENDOR SELECTION METHODS:
★ Project Procurement Management (based Charles Darwin
University Lecture on Vendor Selection)
★ Project Management Institute
(https://www.pmi.org/learning/library/vendors-cost-more-
project-prevent-risks-694)

36. END OF
PRESENTATION