Request for Proposal: A Guide to Effective RFP Development

by Ralph Young and Bud Porter-Roth

Book Overview

When done right, RFPs enable businesses and government agencies to fairly evaluate competing proposals while reviewing the broadest possible range of potential solutions. All too often, however, RFPs fail to meet these goals, because their creators simply don't understand how to create them effectively. In this book, the world's leading RFP consultant offers realistic, specific, start-to-finish guidance for every professional called upon...

• Format: Paperback
• Language: English
• ISBN: 0201775751
• ISBN13: 9780201775754
• Release Date: December 2001
• Publisher: Addison-Wesley Professional
• Length: 336 Pages
• Weight: 1.90 lbs.
• Dimensions: 0.7" x 7.4" x 9.3"

Customer Reviews

Viewpoint of a novice

I bought this book because I was to lead a group in developing an RFP but had no experience with RFP's. I don't know how this book will meet the needs of anyone with a lot of experience but I am extremely impressed by its readability, organization, and applicability. I'm still working on the project but have gotten good feedback on what I've developed, which I could not have done without the guidance and information in the book. It is logically sequenced and appears to cover all bases, though someone with a lot more experience would be better able to assess this. Impressed? Very.

Resource and guidelines with a coherent approach

There are literally hundreds of good books on proposal writing, but only a tiny handful on writing RFPs. From among the handful this book stands out for a number of reasons:(1) It clearly described the RFP process from start to finish - and RFP development is a process with a defined life cycle.(2) The author goes well beyond the immediate objective of writing an RFP and managing the process by including thought-provoking material on post-award vendor management. This material sometimes escapes the RFP development team who is more focused on getting to the award milestone without thinking about the post-award ramifications.(3) It's not boring - the writing is lively, and the material is presented at a fast pace. The pace, however, does not leave gaps. Every facet of the RFP process is covered in sufficient detail.In addition to the above, the approach set forth in this book is consistent with best practices in RFP development. I especially like the copious checklists, the RFP roadmap, and the way illustrations are skillfully used to reinforce concepts and advice.Note that the focus of this book is information technology and software acquisition. Some of the material is unique to those domains; however, the basic principles and RFP process can be used for virtually any type of RFP, from office services to purchasing furniture.Overall, this is the one book I recommend for RFP development. If you are an IT professional, regardless of role, the chances are you will be involved in this process at some point in your career, making this book a valuable addition to your library. If you have recently been assigned to an RFP team you should get this book as soon as possible, and use it as your compass and blueprint if your organization does not already have a formal RFP process in place.

RFP Book Review

RFP Handbook is a great addition to any IT project manager's bookshelf. It is clear that the author is writing based on real-world experience. The book offers a good foundation for creating RFP's and offers practical advice that will keep you from making costly mistakes. It also provides examples and templates for writing an RFP. I wish I had this book ten years ago. I highly recommend this book for anyone who is responsible for, or contributing to, the creating of an RFP.

Invaluable book for any RFP endeavor

Mr. Porter-Roth's book is an invaluable resource for anyone challenged with the development of an RFP or responding to one. Having been involved many times on both the user's side for developing RFPs and evaluating responses and on the vendor's side responding to RFPs, one of the most valuable statements is that the RFP process is a partnership between the user organization and the responding vendors. Mr. Porter-Roth's advice for adhering to a well-defined structure of the RFP and the mandatory requirement on the vendor to respond according to the structure can save hours of confusion and frustration for purchasing and the users when evaluating RFP responses. The payback on an investment in this book will be manyfold.

Valuable resource for outsourcing products or services

Any organization that outsources development projects, buys package solutions, or contracts for other services will find "Request for Proposal" valuable. Filling a significant void in the literature, this book provides a wealth of practical guidance to help buyers describe their needs clearly and completely. In turn, these descriptions enable prospective vendors to prepare comprehensive and meaningful responses that will let a buyer get the best solution for its money. The book emphasizes writing RFPs for software-related projects, but the principles and practices apply to any acquisition activity.The book addresses the process of developing RFPs and evaluating proposals. It also describes in detail the sections of a well-constructed RFP and offers guidance as to how to prepare each section. Instead of presenting a simplistic prescription, the book addresses both sides of issues that are not clear cut, such as whether to include the details of the proposal evaluation criteria in the RFP. These discussions help readers understand the various points of view so they can select for themselves the appropriate course to take in each situation. The book includes many checklists, forms, examples, and practical tips. It is clearly written, easy to read, and comprehensive.I found this book very helpful as I developed a software subcontract management process recently. Every time I pick it up I spot another tidbit to consider adding to the process. "Request for Proposal" is a gold mine of useful ideas for anyone who has to ask vendors to describe how they propose to satisfy a buyer's requirements.