VisibleThread CEO, Fergal McGovern and Phil Nesbitt, Director of Proposal Development for Artel LLC discussed Federal RFP structures, best practices for review and response and the findings of a qualitative survey of Federal procurement documents.
SMEF2010 Request For Proposal Management Ask The Right Questions And Choos...Harold van Heeringen
Request For Proposal Management - Ask The Right Questions And Choose Wisely!
Paper published in the proceedings of the Software Measurement European Forum (Rome, june 2010)
SMEF2010 Request For Proposal Management Ask The Right Questions And Choos...Harold van Heeringen
Request For Proposal Management - Ask The Right Questions And Choose Wisely!
Paper published in the proceedings of the Software Measurement European Forum (Rome, june 2010)
How to Perfectly Construct an RFP in 8 StepsThe RFP (request for.docxpooleavelina
How to Perfectly Construct an RFP in 8 Steps
The RFP (request for proposal) is a document that describes project specific requirements and expectations to suppliers with the aim of getting proposed solutions from qualified companies or vendors. The document is helpful for suppliers to establish joint understanding of requirements for a project. The details of RFP depend on scope of the project (Wilkinson & Thorson, 1998). It might involve specific services, products, or outline the expected use of technology and the requirements for project implementation. This means that RFP should be well-conceived, concise, and well-written to attract good vendors. A poorly written RFP attract unsuitable vendors for the project. Ambiguous requirements prevent the qualified candidates from bidding properly. The RFP detail aspects of proposed requirement and what is expected of vendor in meeting the requirement. The final proposal and RFP when agreed become statement of work for contract (Wilkinson & Thorson, 1998). Let’s begin exploring how an RFP is constructed.
Calonico. S (2018) Kumulos.
1. Define company overview
This section of RFP helps managers contextualize decisions made in the project by considering whether they will be able to provide your company’s specific field with the appropriate material and/or services. It captures information about the organization, what it does and what it is currently doing. Further, the section should culture the uniqueness of the company. The company overview should tell reader about the company values. By describing the value, you are likely to get an organization which has value fit for processes and goals. It defines the reason for writing the RFP. When writing the RFP you are required to introduce the product, the requirements for the product, and the summary of the main points of your request. When defining the company overview, you must also consider including important details to support your request such as customers, clients, and revenue which will be used to raise capital, understand the competitors, and customers’ segments.
Mypcot. Company Overview
2. Define the project scope
The introduction section includes explanation of response evaluated. The section tells vendors what is expected, what the company wants, giving timetable for implementation, showing where the company wants to improve, changes predicated in the project, and specify deliverables.
Pmlinks. Project Management 101 – Project Scope
This section reminds the reader of the reason behind your company writing out the RFP. For instance, reason for introduction of new product or brand re-design. The scope shows what the project will solve and how the problem will be solved and the goals o ...
5 LEARNING OBJECTIVEIdentify the elements to include in a requ.docxalinainglis
5 LEARNING OBJECTIVE
Identify the elements to include in a request for proposal (RFP).
15.5 Writing Requests for Proposals
When writing an RFP, be sure to give potential respondents all the information they need in order to craft a meaningful response to your request.
At some point in your career, you might be the one receiving proposals, and learning how to request effective proposals will simplify the process considerably. Various organizations handle RFPs in different ways. When writing an RFP, remember that it is more than just a request; it’s an informational report that provides potential bidders with the information they need to craft effective proposals. Writing an RFP demands careful consideration because it starts a process that leads to a proposal, a contract, and eventually the delivery of a product or the performance of a service. In other words, mistakes at the RFP stage can ripple throughout the process and create costly headaches for everyone involved.
An RFP’s specific content will vary widely from industry to industry, but all RFPs should include some combination of the following elements:9
Company background. Give potential bidders some background information on your organization, your business priorities, and other information they might need in order to respond in an informed manner.
Project description. Put your requirements in context; are you seeking bids for routine supplies or services, or do you need a major computer system?
Requirements. The requirements section should spell out everything you expect from potential vendors; don’t leave anything to unstated assumptions. Will potential vendors provide key equipment, or will you? Will you expect vendors to work under confidentiality restrictions, such as a nondisclosure agreement? Who will pay if costs run higher than expected? Will you require ongoing service or support? Providing this information can be a lot of work, but again, overlooking anything at this point is likely to create considerable problems once the project gets rolling.
CHECKLIST ✓ Producing Formal Reports and Proposals
Prefatory parts
Use your company’s standard report covers, if available.
Include a concise, descriptive title on the cover.
Include a title fly only if you want an extra-formal touch.
On the title page, list (1) report title; (2) name, title, and address of the group or person who authorized the report; (3) name, title, and address of the group or person who prepared the report; and (4) date of submission.
Include a copy of the letter of authorization, if appropriate.
If responding to an RFP, follow its instructions for including a copy or referring to the RFP by name or tracking number.
Include a letter of transmittal that introduces the report.
Provide a table of contents in outline form, with headings worded exactly as they appear in the body of the report.
Include a list of illustrations if the report contains a large number of them.
Include a synopsis (brief sum.
Assignment Objectives for Unit 5Influence ProcessesYou have.docxhoward4little59962
Assignment Objectives for Unit 5:
Influence Processes
You have been encouraged by a colleague to write an article about "CEOs and presidents" for a management journal. You have decided to compare the leadership styles of three leaders. Using the Library, the Internet, and your course materials, write a 8-10 page report that elaborates on the following:
In your article, provide the following:
· An introduction to the concept of influence processes
· An explanation of the role of influence in contemporary leadership
· A discussion of the various types of influence processes and the factors that can affect them
· The methodology used to identify and research the leaders selected for this report
· An analysis of the influence processes used by the three leaders. Identify the processes that the leaders and top management team are using or have used to impact their organization.
· A discussion of the strengths and weaknesses of the influence processes used by the three leaders relative to current and future challenges facing leaders in global organizations.
· A summary of the key attributes of the influence processes employed by these leaders to effect positive organizational change or improved performance.
Assignment Details:
This assignment has 4 parts (REFER TO ASSIGNMENT DETAILS FOR UNIT 5).
1. What questions do you have about the overarching Unit 5 assignment? Although not due until the end of the class, it is important that you begin planning for this project early in the course. What are your initial thoughts about how you will approach this assignment? Explain.
2. How do cross-cultural differences affect the use of or response to power in organizations?
3. What are some examples of individual and organizational sources of power and their consequences for followers and organizations?
4. What are some examples of the abuse of power in organizations and how might they have been prevented from occurring? For assistance with your assignment, please use your text, Web resources, and all course materials. In your own words, please post a response to the Discussion Board and comment on other postings. You will be graded on the quality of your postings.
Deliverable Length: 400 words (minimum)
Instructor feed back
Wk1 - In this assignment you were asked to write a business case for the new HWE Accessories website. You appropriately included the major components of the problem statement; analysis of the situation; cost-benefit analysis; feasibility study; TCO; ROI; solution options; and recommendations. Calculating the TCO and ROI can be complex and difficult to understand, but leadership needs to have a clear understanding so they can make informed decisions on your recommendations. You did a good job with the ROI. You followed appropriate APA format. Great job.
Wk2 - In this assignment you were asked to create a project plan and risk matrix. Overall, you covered all tasks to include developing a project plan that included (1) 10 to 15 task.
Leading global excellence in procurement and supply Corp.docxcroysierkathey
Leading global excellence in procurement and supply
Corporate Award Submission and Assessment Feedback
Candidate Membership Number: 005560614
Programme: SABIC C6 P Integrative
Event ID: 106704820
Assessment Opportunity: 4 Integrative Assignment
This Assessment Distinction Merit Pass Fail N/A
Structure and Presentation 20%
• Creation of a logical flow of content
• Incorporation of numbered contents page, executive summary,
sections that cover conclusions and recommendations when
relevant, references and bibliography
• Ease of understanding the content included
• Layout of text, inclusion of graphics, tables, data, references,
headings, numbered paragraphs
• Use of appropriate appendices
• Composition of answers in keeping with any desired word count,
timescales or other limitation
Research 20%
• Collation of primary and/or secondary research
• Use made of quantitative and/or qualitative data
• Analysis of the research conducted
• Reasoned critique of research provided
• Acknowledged information sources
Knowledge and Approach 20%
• Demonstration of acquired understanding of theory, models,
techniques, processes, outcomes or other aspects of the syllabus
• Appropriate selection of content to formulate answers
• Methodology pursued to develop answers
Application and Insight 40%
• Application of theory, models, techniques, processes, outcomes
or other aspects of the syllabus
• Creation of proposals for change that can achieve business
improvement
• Recognition of boundaries that can affect proposals made
• Production of a business case or implementation plan when
relevant
1
Strengths and weaknesses of the assessment:
Thank you for your assignment.
This task requires you to develop a document that creates a sourcing plan for future requirements. Better
marks would therefore have been awarded if you had linked your summary promoting your main findings
and recommendations in relation to the tasks which were for you to explain:
1. The roles of procurement and supply in managing this area of expenditure underlining the inputs
that may be made by its stakeholders
2. Techniques that can be applied to the area of expenditure to improve added value
3. Inclusions that should be made in contracts formed in the future
4. Measures that can be taken to select effective suppliers
5. Any aspects of the purchase/supply that may require negotiation
Your executive summary served more as an introduction than underlining your main findings and
recommendations in relation to the selected category of tubular goods. These could therefore have focused
more directly on the roles of the procurement/ supply chain function in managing the tubular goods
category underlining the inputs that may be made by its stakeholders, the application of any techniques to
add value as well as the improvements that could be made to the contracts or to improve performanc ...
Leading global excellence in procurement and supply Corp.docxjeremylockett77
Leading global excellence in procurement and supply
Corporate Award Submission and Assessment Feedback
Candidate Membership Number: 005560614
Programme: SABIC C6 P Integrative
Event ID: 106704820
Assessment Opportunity: 4 Integrative Assignment
This Assessment Distinction Merit Pass Fail N/A
Structure and Presentation 20%
• Creation of a logical flow of content
• Incorporation of numbered contents page, executive summary,
sections that cover conclusions and recommendations when
relevant, references and bibliography
• Ease of understanding the content included
• Layout of text, inclusion of graphics, tables, data, references,
headings, numbered paragraphs
• Use of appropriate appendices
• Composition of answers in keeping with any desired word count,
timescales or other limitation
Research 20%
• Collation of primary and/or secondary research
• Use made of quantitative and/or qualitative data
• Analysis of the research conducted
• Reasoned critique of research provided
• Acknowledged information sources
Knowledge and Approach 20%
• Demonstration of acquired understanding of theory, models,
techniques, processes, outcomes or other aspects of the syllabus
• Appropriate selection of content to formulate answers
• Methodology pursued to develop answers
Application and Insight 40%
• Application of theory, models, techniques, processes, outcomes
or other aspects of the syllabus
• Creation of proposals for change that can achieve business
improvement
• Recognition of boundaries that can affect proposals made
• Production of a business case or implementation plan when
relevant
1
Strengths and weaknesses of the assessment:
Thank you for your assignment.
This task requires you to develop a document that creates a sourcing plan for future requirements. Better
marks would therefore have been awarded if you had linked your summary promoting your main findings
and recommendations in relation to the tasks which were for you to explain:
1. The roles of procurement and supply in managing this area of expenditure underlining the inputs
that may be made by its stakeholders
2. Techniques that can be applied to the area of expenditure to improve added value
3. Inclusions that should be made in contracts formed in the future
4. Measures that can be taken to select effective suppliers
5. Any aspects of the purchase/supply that may require negotiation
Your executive summary served more as an introduction than underlining your main findings and
recommendations in relation to the selected category of tubular goods. These could therefore have focused
more directly on the roles of the procurement/ supply chain function in managing the tubular goods
category underlining the inputs that may be made by its stakeholders, the application of any techniques to
add value as well as the improvements that could be made to the contracts or to improve performanc.
Qualitative Article Critique
Assignment Guidelines
1. Please keep the 10 questions below in your document preceding your answer (i.e., don’t delete the question after you answer it or prepare the paper in a narrative format without the questions embedded).
2. You don’t need to cite the authors in each of your responses, it’s clear what article you are referring to.
3. However, any time you include a short quote from the article in your response (which should be done sparingly), please do provide the page number from the article.
4. Ensure you appropriately paraphrase the material from the article in your response to each question (use no more than 3-4 of the authors’ words in a row when summarizing information from the article).
5. All discussions of the study that follow should be in past tense as the study has already happened (Note the use of was and were above rather than is and are in the sample text in #1 below).
6. If you didn’t cite any other sources in your critique, besides the article you critiqued, you can delete the word References at the bottom of this page as you won’t need a reference list.
Critiqued by:
Date:
Source reference (provide the complete citation of the article here, using correct APA format, which you are critiquing):
1. Introduce the study by providing a brief summary of the focus and the research question(s) or purpose for the study. (“The focus of this study was… There were ___ research questions: …. No research questions were stated, but the authors indicated the purpose of the study was….”)
2. Did the researchers use a theory or conceptual framework in the introduction of the study to guide the study (Note: Manyqualitative studies do not. They begin the article with a brief literature review, use some form of qualitative framework to structure the study, and then let a theory emerge from the data. In such instances, it is appropriate to indicate that this is the case). Provide support for your response.
3. If the authors did describe a theory or framework, what are some of the core ideas or assumptions of that theory or framework? (If they did not, simply reply NA to this question).
4. Describe the methods used in this study. Include which qualitative approach was used (e.g., grounded theory, phenomenology, ethnography, case study, focus groups), what sampling strategy was used, describe the number and demographic characteristics of the participants, and identify the procedures used to collect the data.
5. What kinds of research questions are the methods employed in this study typically used to answer? In other words, in research studies in general (not this study specifically), why might a researcher choose this design/approach (the approach you identified in #4)?
6. Summarize how the authors analyzed their data.
7. Identify the primary results of this study.
8. Describe what (if any) strategies the authors used to establish the trustworthiness of their results (in qualitative studies they ...
Members and guests joined GTSC for this Capacity Building proposal writing workshop that focused on every stage of the proposal process - from the RFI to your reponse to an RFP.
About Tom Essig
As a senior acquisition professional with more than 30 years experience with the Department of Homeland Security (DHS) and Department of the Navy (DON), Mr. Essig has expertise in contracting and program management and is certified by the Departments of Defense and Homeland Security at career level III in both the contracting and program management.
He currently advises government and commercial organizations on federal acquisition and procurement and contracting matters through his company TWE, LLC. He also currently serves as a Procurement Subject Matter Expert with Kearney & Company.
His most recent federal position was as the Chief Procurement Officer for DHS from 2006 to 2009 where he was responsible for the management, administration and oversight of the department’s acquisition, strategic sourcing program, competitive sourcing program and providing leadership over the department’s $17 Billion in annual acquisitions.
Mr. Essig reported to office of the Assistant Secretary of the Navy (Research, Development and Acquisition) in February 2004. As Director of the Program Analysis and Business Transformation Division, he was responsible for overseeing analysis and support of contracting and business aspects of DON acquisition and other procurement programs and for the development and support of business transformation initiatives within DON. His division reflected the merger of the former Program Analysis and Support Division with the DON Acquisition Reform Office, and he was responsible for functions previously performed by those organizations.
From 1999 to 2004, Mr. Essig served as the Executive Director of the U.S. Navy Office of Special Projects (OSP). The OSP is a second echelon command reporting to the Commander, Naval Supply Systems Command and provides logistics, transportation, finance and other business and supply-related support to the fleet and shore establishment of the Department of the Navy. OSP’s mission supports every facet of the Navy. While in this assignment, Mr. Essig also served as the Director of the Navy Engineering Logistics Office.
About Josh Kussman
Josh is the President of Sentinel Business Advisory Services, a homeland security-focused strate
How to Perfectly Construct an RFP in 8 StepsThe RFP (request for.docxpooleavelina
How to Perfectly Construct an RFP in 8 Steps
The RFP (request for proposal) is a document that describes project specific requirements and expectations to suppliers with the aim of getting proposed solutions from qualified companies or vendors. The document is helpful for suppliers to establish joint understanding of requirements for a project. The details of RFP depend on scope of the project (Wilkinson & Thorson, 1998). It might involve specific services, products, or outline the expected use of technology and the requirements for project implementation. This means that RFP should be well-conceived, concise, and well-written to attract good vendors. A poorly written RFP attract unsuitable vendors for the project. Ambiguous requirements prevent the qualified candidates from bidding properly. The RFP detail aspects of proposed requirement and what is expected of vendor in meeting the requirement. The final proposal and RFP when agreed become statement of work for contract (Wilkinson & Thorson, 1998). Let’s begin exploring how an RFP is constructed.
Calonico. S (2018) Kumulos.
1. Define company overview
This section of RFP helps managers contextualize decisions made in the project by considering whether they will be able to provide your company’s specific field with the appropriate material and/or services. It captures information about the organization, what it does and what it is currently doing. Further, the section should culture the uniqueness of the company. The company overview should tell reader about the company values. By describing the value, you are likely to get an organization which has value fit for processes and goals. It defines the reason for writing the RFP. When writing the RFP you are required to introduce the product, the requirements for the product, and the summary of the main points of your request. When defining the company overview, you must also consider including important details to support your request such as customers, clients, and revenue which will be used to raise capital, understand the competitors, and customers’ segments.
Mypcot. Company Overview
2. Define the project scope
The introduction section includes explanation of response evaluated. The section tells vendors what is expected, what the company wants, giving timetable for implementation, showing where the company wants to improve, changes predicated in the project, and specify deliverables.
Pmlinks. Project Management 101 – Project Scope
This section reminds the reader of the reason behind your company writing out the RFP. For instance, reason for introduction of new product or brand re-design. The scope shows what the project will solve and how the problem will be solved and the goals o ...
5 LEARNING OBJECTIVEIdentify the elements to include in a requ.docxalinainglis
5 LEARNING OBJECTIVE
Identify the elements to include in a request for proposal (RFP).
15.5 Writing Requests for Proposals
When writing an RFP, be sure to give potential respondents all the information they need in order to craft a meaningful response to your request.
At some point in your career, you might be the one receiving proposals, and learning how to request effective proposals will simplify the process considerably. Various organizations handle RFPs in different ways. When writing an RFP, remember that it is more than just a request; it’s an informational report that provides potential bidders with the information they need to craft effective proposals. Writing an RFP demands careful consideration because it starts a process that leads to a proposal, a contract, and eventually the delivery of a product or the performance of a service. In other words, mistakes at the RFP stage can ripple throughout the process and create costly headaches for everyone involved.
An RFP’s specific content will vary widely from industry to industry, but all RFPs should include some combination of the following elements:9
Company background. Give potential bidders some background information on your organization, your business priorities, and other information they might need in order to respond in an informed manner.
Project description. Put your requirements in context; are you seeking bids for routine supplies or services, or do you need a major computer system?
Requirements. The requirements section should spell out everything you expect from potential vendors; don’t leave anything to unstated assumptions. Will potential vendors provide key equipment, or will you? Will you expect vendors to work under confidentiality restrictions, such as a nondisclosure agreement? Who will pay if costs run higher than expected? Will you require ongoing service or support? Providing this information can be a lot of work, but again, overlooking anything at this point is likely to create considerable problems once the project gets rolling.
CHECKLIST ✓ Producing Formal Reports and Proposals
Prefatory parts
Use your company’s standard report covers, if available.
Include a concise, descriptive title on the cover.
Include a title fly only if you want an extra-formal touch.
On the title page, list (1) report title; (2) name, title, and address of the group or person who authorized the report; (3) name, title, and address of the group or person who prepared the report; and (4) date of submission.
Include a copy of the letter of authorization, if appropriate.
If responding to an RFP, follow its instructions for including a copy or referring to the RFP by name or tracking number.
Include a letter of transmittal that introduces the report.
Provide a table of contents in outline form, with headings worded exactly as they appear in the body of the report.
Include a list of illustrations if the report contains a large number of them.
Include a synopsis (brief sum.
Assignment Objectives for Unit 5Influence ProcessesYou have.docxhoward4little59962
Assignment Objectives for Unit 5:
Influence Processes
You have been encouraged by a colleague to write an article about "CEOs and presidents" for a management journal. You have decided to compare the leadership styles of three leaders. Using the Library, the Internet, and your course materials, write a 8-10 page report that elaborates on the following:
In your article, provide the following:
· An introduction to the concept of influence processes
· An explanation of the role of influence in contemporary leadership
· A discussion of the various types of influence processes and the factors that can affect them
· The methodology used to identify and research the leaders selected for this report
· An analysis of the influence processes used by the three leaders. Identify the processes that the leaders and top management team are using or have used to impact their organization.
· A discussion of the strengths and weaknesses of the influence processes used by the three leaders relative to current and future challenges facing leaders in global organizations.
· A summary of the key attributes of the influence processes employed by these leaders to effect positive organizational change or improved performance.
Assignment Details:
This assignment has 4 parts (REFER TO ASSIGNMENT DETAILS FOR UNIT 5).
1. What questions do you have about the overarching Unit 5 assignment? Although not due until the end of the class, it is important that you begin planning for this project early in the course. What are your initial thoughts about how you will approach this assignment? Explain.
2. How do cross-cultural differences affect the use of or response to power in organizations?
3. What are some examples of individual and organizational sources of power and their consequences for followers and organizations?
4. What are some examples of the abuse of power in organizations and how might they have been prevented from occurring? For assistance with your assignment, please use your text, Web resources, and all course materials. In your own words, please post a response to the Discussion Board and comment on other postings. You will be graded on the quality of your postings.
Deliverable Length: 400 words (minimum)
Instructor feed back
Wk1 - In this assignment you were asked to write a business case for the new HWE Accessories website. You appropriately included the major components of the problem statement; analysis of the situation; cost-benefit analysis; feasibility study; TCO; ROI; solution options; and recommendations. Calculating the TCO and ROI can be complex and difficult to understand, but leadership needs to have a clear understanding so they can make informed decisions on your recommendations. You did a good job with the ROI. You followed appropriate APA format. Great job.
Wk2 - In this assignment you were asked to create a project plan and risk matrix. Overall, you covered all tasks to include developing a project plan that included (1) 10 to 15 task.
Leading global excellence in procurement and supply Corp.docxcroysierkathey
Leading global excellence in procurement and supply
Corporate Award Submission and Assessment Feedback
Candidate Membership Number: 005560614
Programme: SABIC C6 P Integrative
Event ID: 106704820
Assessment Opportunity: 4 Integrative Assignment
This Assessment Distinction Merit Pass Fail N/A
Structure and Presentation 20%
• Creation of a logical flow of content
• Incorporation of numbered contents page, executive summary,
sections that cover conclusions and recommendations when
relevant, references and bibliography
• Ease of understanding the content included
• Layout of text, inclusion of graphics, tables, data, references,
headings, numbered paragraphs
• Use of appropriate appendices
• Composition of answers in keeping with any desired word count,
timescales or other limitation
Research 20%
• Collation of primary and/or secondary research
• Use made of quantitative and/or qualitative data
• Analysis of the research conducted
• Reasoned critique of research provided
• Acknowledged information sources
Knowledge and Approach 20%
• Demonstration of acquired understanding of theory, models,
techniques, processes, outcomes or other aspects of the syllabus
• Appropriate selection of content to formulate answers
• Methodology pursued to develop answers
Application and Insight 40%
• Application of theory, models, techniques, processes, outcomes
or other aspects of the syllabus
• Creation of proposals for change that can achieve business
improvement
• Recognition of boundaries that can affect proposals made
• Production of a business case or implementation plan when
relevant
1
Strengths and weaknesses of the assessment:
Thank you for your assignment.
This task requires you to develop a document that creates a sourcing plan for future requirements. Better
marks would therefore have been awarded if you had linked your summary promoting your main findings
and recommendations in relation to the tasks which were for you to explain:
1. The roles of procurement and supply in managing this area of expenditure underlining the inputs
that may be made by its stakeholders
2. Techniques that can be applied to the area of expenditure to improve added value
3. Inclusions that should be made in contracts formed in the future
4. Measures that can be taken to select effective suppliers
5. Any aspects of the purchase/supply that may require negotiation
Your executive summary served more as an introduction than underlining your main findings and
recommendations in relation to the selected category of tubular goods. These could therefore have focused
more directly on the roles of the procurement/ supply chain function in managing the tubular goods
category underlining the inputs that may be made by its stakeholders, the application of any techniques to
add value as well as the improvements that could be made to the contracts or to improve performanc ...
Leading global excellence in procurement and supply Corp.docxjeremylockett77
Leading global excellence in procurement and supply
Corporate Award Submission and Assessment Feedback
Candidate Membership Number: 005560614
Programme: SABIC C6 P Integrative
Event ID: 106704820
Assessment Opportunity: 4 Integrative Assignment
This Assessment Distinction Merit Pass Fail N/A
Structure and Presentation 20%
• Creation of a logical flow of content
• Incorporation of numbered contents page, executive summary,
sections that cover conclusions and recommendations when
relevant, references and bibliography
• Ease of understanding the content included
• Layout of text, inclusion of graphics, tables, data, references,
headings, numbered paragraphs
• Use of appropriate appendices
• Composition of answers in keeping with any desired word count,
timescales or other limitation
Research 20%
• Collation of primary and/or secondary research
• Use made of quantitative and/or qualitative data
• Analysis of the research conducted
• Reasoned critique of research provided
• Acknowledged information sources
Knowledge and Approach 20%
• Demonstration of acquired understanding of theory, models,
techniques, processes, outcomes or other aspects of the syllabus
• Appropriate selection of content to formulate answers
• Methodology pursued to develop answers
Application and Insight 40%
• Application of theory, models, techniques, processes, outcomes
or other aspects of the syllabus
• Creation of proposals for change that can achieve business
improvement
• Recognition of boundaries that can affect proposals made
• Production of a business case or implementation plan when
relevant
1
Strengths and weaknesses of the assessment:
Thank you for your assignment.
This task requires you to develop a document that creates a sourcing plan for future requirements. Better
marks would therefore have been awarded if you had linked your summary promoting your main findings
and recommendations in relation to the tasks which were for you to explain:
1. The roles of procurement and supply in managing this area of expenditure underlining the inputs
that may be made by its stakeholders
2. Techniques that can be applied to the area of expenditure to improve added value
3. Inclusions that should be made in contracts formed in the future
4. Measures that can be taken to select effective suppliers
5. Any aspects of the purchase/supply that may require negotiation
Your executive summary served more as an introduction than underlining your main findings and
recommendations in relation to the selected category of tubular goods. These could therefore have focused
more directly on the roles of the procurement/ supply chain function in managing the tubular goods
category underlining the inputs that may be made by its stakeholders, the application of any techniques to
add value as well as the improvements that could be made to the contracts or to improve performanc.
Qualitative Article Critique
Assignment Guidelines
1. Please keep the 10 questions below in your document preceding your answer (i.e., don’t delete the question after you answer it or prepare the paper in a narrative format without the questions embedded).
2. You don’t need to cite the authors in each of your responses, it’s clear what article you are referring to.
3. However, any time you include a short quote from the article in your response (which should be done sparingly), please do provide the page number from the article.
4. Ensure you appropriately paraphrase the material from the article in your response to each question (use no more than 3-4 of the authors’ words in a row when summarizing information from the article).
5. All discussions of the study that follow should be in past tense as the study has already happened (Note the use of was and were above rather than is and are in the sample text in #1 below).
6. If you didn’t cite any other sources in your critique, besides the article you critiqued, you can delete the word References at the bottom of this page as you won’t need a reference list.
Critiqued by:
Date:
Source reference (provide the complete citation of the article here, using correct APA format, which you are critiquing):
1. Introduce the study by providing a brief summary of the focus and the research question(s) or purpose for the study. (“The focus of this study was… There were ___ research questions: …. No research questions were stated, but the authors indicated the purpose of the study was….”)
2. Did the researchers use a theory or conceptual framework in the introduction of the study to guide the study (Note: Manyqualitative studies do not. They begin the article with a brief literature review, use some form of qualitative framework to structure the study, and then let a theory emerge from the data. In such instances, it is appropriate to indicate that this is the case). Provide support for your response.
3. If the authors did describe a theory or framework, what are some of the core ideas or assumptions of that theory or framework? (If they did not, simply reply NA to this question).
4. Describe the methods used in this study. Include which qualitative approach was used (e.g., grounded theory, phenomenology, ethnography, case study, focus groups), what sampling strategy was used, describe the number and demographic characteristics of the participants, and identify the procedures used to collect the data.
5. What kinds of research questions are the methods employed in this study typically used to answer? In other words, in research studies in general (not this study specifically), why might a researcher choose this design/approach (the approach you identified in #4)?
6. Summarize how the authors analyzed their data.
7. Identify the primary results of this study.
8. Describe what (if any) strategies the authors used to establish the trustworthiness of their results (in qualitative studies they ...
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As a senior acquisition professional with more than 30 years experience with the Department of Homeland Security (DHS) and Department of the Navy (DON), Mr. Essig has expertise in contracting and program management and is certified by the Departments of Defense and Homeland Security at career level III in both the contracting and program management.
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From 1999 to 2004, Mr. Essig served as the Executive Director of the U.S. Navy Office of Special Projects (OSP). The OSP is a second echelon command reporting to the Commander, Naval Supply Systems Command and provides logistics, transportation, finance and other business and supply-related support to the fleet and shore establishment of the Department of the Navy. OSP’s mission supports every facet of the Navy. While in this assignment, Mr. Essig also served as the Director of the Navy Engineering Logistics Office.
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Assessing Probability, Risk and Cost in Responses to U.S. Federal RFPs
1. Assessing Probability, Risk and
Cost in Responses to U.S.
Federal RFPs
Wednesday, September 21
1:00 p.m. – 2:00 p.m. EDT
2. Today’s Presenters
Fergal McGovern
Fergal McGovern is CEO of VisibleThread, a
provider of Compliance Matrix, Proposal
Management & Bid Proposal software. He
defines company strategy and is responsible for
oversight of VisibleThread Docs and Clarity
Grader products. Fergal developed the
methodology for the company’s 2016 U.S.
Government Procurement Index Report.
fergal.mcgovern@visiblethread.com
Phil Nesbitt
Phil Nesbitt is Director of Proposal
Development for Artel LLC, a provider of a
full portfolio of satellite and terrestrial
network communications and infrastructure,
cyber security, risk management and IT
solutions. Phil is responsible for business
strategy, assessment and development of
Artel’s RFP response processes.
pnesbitt@artelllc.com
3. • The challenge: written communication
• RFP clarity study findings
• Understanding federal RFP contents
• Tips for developing a better response to an RFP
• RFP content automation
• Q&A
Agenda
4. • Successful initiatives rely on effective communication – written
communication in particular
• The quality of written communication in professional settings varies
greatly
• Understanding where poor written communication exists presents the
greatest threat - empowers you to take action
• Identify techniques and tools to improve written communication for
either side of the RFP process – offer-side and response-side content
development
Why Are We Here?
6. Poorly written RFPs create unnecessary costs for their authors.
Clear writing in procurement documents helps government agencies
achieve several objectives:
• Higher accuracy in matching suppliers to program needs: Poorly written
RFP content may lead to the best supplier’s elimination based on
technicalities. Avoid preventable errors through more clear instruction.
• Greater program performance: Higher quality communication during the
bidding process helps suppliers meet government program needs.
• Reduce costs: When bidders know what the government needs and how
to respond, the process requires less time and fewer resources.
Should We Care About RFP Clarity?
7. • In March 2016, VisibleThread conducted an analysis of some of the largest
RFPs issued by the U.S. government in 2015.
• Study focused on areas of RFPs that have the greatest influence over the
government’s ability to identify the best supplier for the job.
• Section C
• Section L
• Section M
A Study of RFP Clarity
8. A number of well-established factors influence the clarity of written copy.
In our study, we measured each document set across these four dimensions:
• Readability – How readable is the content?
• Passive Language – Active language communicates clearly. What
proportion of sentences is passive?
• Long Sentences – What proportion of all sentences are too long?
• Word Complexity Density – Complex words make copy hard to
understand.
What Factors Influence Clarity?
9. • Wide variability of quality between RFPs
• Agencies can dramatically improve clarity by focusing on certain metrics
• Agencies are increasing their administrative burden by issuing RFPs of
poor quality
• Agencies are increasing their operating costs by issuing RFPs of poor
quality
What Did We Find?
10. Fundamentals of Government
Procurement Documents
Often the words in an RFP don’t mean what you think they
mean, or they mean more than you think they mean.
Parsing solicitation language is often a project of its own.
11. A Federal RFP is often divided into 13 sections. In some RFPs, one or more
sections may be listed but contain no content.
While the proposal manager is concerned with all of the sections, the focus
is primarily on sections C, H, L, and M.
RFPs Dissected
12. Contract Line Item Numbers (CLINs) are another in a list of often confusing
aspects of a solicitation. They often seem to have no relationship to the
tasks you’ve been asked to perform. They require you to break out your
invoices in weird ways that add cost and complexity to your accounting for
no apparent reason. So, why are they required?
CLINs are specified in the FAR part 4.10. and serve two purposes:
• They break the contract down by the commodities/services being
procured, labor hours of services, funding for travel, quantity of products
and equipment, other direct costs (ODCs), etc.
• They provide for traceable accounting classification citations. The
confusion comes from this second purpose, which is defined Government
accounting requirements, for example, fiscal years and appropriations
that are often not visible to the offerors.
Section B
13. The Performance Work Statement (PWS) or the Statement of Work (SOW)
or the Statement of Objective (SOO) is the home of the customer’s
requirements for the program or project. This is different from the
requirements for the proposal (found in Section L).
• Performance Work Statement is a statement of work for performance-
based acquisitions that describes the required results in clear, specific and
objective terms with measurable outcomes.
• Statement of Work (SOW) The SOW should specify in clear,
understandable terms the work to be done in developing or producing the
goods to be delivered or services to be performed by a contractor.
• Statement of Objectives is a Government-prepared document
incorporated into the solicitation that states the overall performance
objectives.
Section C
14. Section L (Instructions). This is the most important part of the RFP for the
proposal team. This section contains all of the instructions for responding to
the customer’s requirements. It will outline how to prepare the proposal
documents, define what areas are to be addressed and how they are to be
addressed. It will outline what parts of Section C need to addressed in the
proposal and will go as far as to mandate the size and font of the typeface,
margins, and page count.
Section L is the overriding guidance for the development of content for a
proposal. If it states that the sky is green, you proposal will state that the sky
is green.
Section L
15. Section M (Evaluation Criteria). This section gives a detailed description of
how the proposal will be evaluated, what rankings the reviewers will use
and how these rankings will be determined. Section M lets us know the
scoring weight of each proposal section, allowing the proposal team to
allocate resources to the areas that have the highest scoring weight.
It is not unusual for the language of Section M to contradict the directions
and instructions in Section L. Section L could instruct us to address
Information Assurance in the detail provided in the PWS, and Section M will
inform us that the key element of the evaluation will be Inside Plant /
Outside Plant, and not mention IA.
Section M
16. Special Clauses. More proposal managers have been burned by the content
of this section than any other in an RFP.
This section should NEVER be overlooked. If there is content in this section,
it is because the customer wants something specific addressed in the
proposal. Read this section carefully.
Section H
18. One of the most important things to remember is that the document
you will submit is a SALES document.
You are selling your ability to meet a customer’s requirements.
This requires a sales job across a number of areas where you sell by
telling the reviewer that:
• We can do that
• We know how we’ll do that
• We have a history of doing that
• We have customers willing to tell you how well we do
that
• We can do it better, quicker, cheaper than the other guys
Things Your Mother Never Told
You About Proposal Writing
19. The first step is understanding what the customer is really looking for in the
requirement. This is often not clear at first glance and requires additional
parsing to ensure that we do understand.
Using a paragraph from a recent Federal RFP, we can look at the
requirements stated in a single paragraph and come up with nine separate
things we need to address:
Write to the Requirements
Actual RFP Section L Language:
“Recruitment and Retention. Describe your company’s approach
to recruitment and retention of personnel, with emphasis on
recruitment and retention in the theater of operations for this
contract and on recruitment and retention in hostile areas.
Discuss how your overall compensation plan will contribute to
recruitment and retention of personnel. Also discuss how full
performance of services will be maintained during employee
absences.”
20. 1. Describe your company’s approach to recruitment of personnel.
2. Describe your company’s approach to retention of personnel.
3. Emphasize recruitment in the theater of operations for this contract.
4. Emphasize retention in the theater of operations for this contract.
5. Emphasize recruitment in hostile areas for this contract.
6. Emphasize retention in hostile areas for this contract.
7. Discuss how your overall compensation plan will contribute to
recruitment.
8. Discuss how your overall compensation plan will contribute to retention
9. Discuss how full performance of services will be maintained during
employee absences.
Write to the Requirements
21. • Review and define ALL the requirements
• Organize the requirements into logical groups
• Intuit the customer’s rationale (e.g., reading between the lines)
• Respond clearly and succinctly
RFP Response: The Hard Part
22. There has always been a great deal of emphasis on “shall” statements: “The
offeror shall provide a quality of service defined in Attachment 3 (Service
Level Agreements [SLAs]).” We will then tell them how we “will” provide
that quality of service.
Watch Out for the Traps…
“We are the best (highest, first, coolest) purveyor of widgets to the
Department of Defense.” If you use this, it must be substantiated .
“We are the recognized expert in Government practices, experienced in
all aspects of strategic delivery.” Who recognizes us? Who recognizes us
as the expert? No go unless you identify the source of the recognition.
“We have a thorough understanding of the mission and requirements.”
As is, this is a throw away line taking up valuable space. If we say, With
10 years of direct experience working closely with (customer), we have
developed a thorough understanding…” that will fly.
23. After identifying the things that the customer really wants, we need to tell
the reviewers that:
Writing to the Requirements
We can do that…
Emphasize our strengths.
Explain the approach at the highest level.
We know how we’ll do that…
Give them a road map. Take them from A to Z and cite experience when you write.
We have a history of doing that…
Let the customer know that we’ve done this before. This is one area where the
moderate use of superlatives works well.
We have customers willing to tell you how well we do that…
Especially if they are satisfied customers. We are not talking about past performance
citations here.
“We provided the Department of Defense with 300,000 widgets with a zero percent
failure rate. In seven years of service there has never been a failure. This resulted in
an additional order for 200,000 widgets.”
24. After identifying the things that the customer really wants, we need to tell
the reviewers that:
Writing to the Requirements
We can do it better, quicker, cheaper than the other guys
“We have developed a management flow program that can provide more skilled technicians
(workers, cooks, specialists), putting them on-site within 10 days of notification and at 30
percent less cost than others in the industry.”
The customer is always looking for potential risk. Our job is to mitigate or moderate our
weaknesses or perceived risks.
“We purchased and tailored new XYZ tracking software to ensure that all construction
material for this project is accounted for, every step of the way.”
Highlight competitor’s weaknesses (ghosting) without directly naming or pointing the
finger.
“We are one of only two companies in the United States (Theatre, Continent, World) that has
installed this revolutionary tracking software.”
Neutralize possible competitor’s strengths. This is difficult but not impossible.
“Many companies have been using tracking software for more than a decade, some with poor
results. Our solution has proven to be 99.98 percent accurate.”
25. And two key objectives to your writing:
Writing to the Requirements
Provide relevance
Incorporate the relevance of the solution HOW and/or WHY:
“The new A/N URC 42X Widget has 247 points of similarity with the existing N/M 100 Crypto
Calculator...;
“The previous Logistics XQ-17 management program requires the same level of oversight as the
new Staff Command Communications project...”
Experience, performance, and a self-assessment
Start with an over-arching statement such as:
“During the widget program, we will perform every requirement, often exceeding the Customer’s
initial specifications. We have identified a number of areas for more efficient use of Widgets, and
working with the customer team, we will integrate Widgets into construction systems in new,
innovative, ways.”
If applicable, offer two or three specific instances of expected solution performance:
“The Widget teleportation segment has suffered continuous ground faults for years. Our technical
SWAT team developed a permanent solution to this problem in the first 15 days of support.”
26. • Build in themes throughout – with the benefit
• Pull out positive metrics and other differentiators with pull quotes
• Avoid the “duh”
• Expose the relevant and meaningful
• Make it easy – consolidate information
• Do NOT give the government more than they request
Winning Response Techniques
28. • Macro- and micro-level approach – improve an individual response and/or
your response capability
• Refine and simplify boilerplate
• Identify and remove/rewrite open-ended statements
• Score your content to gain time and reduce risk – focus on problem areas
first
• Reduce time investments in tedious tasks – acronym glossaries, etc.
The Frontier: Language Automation