Re: electronic submission
http://www.planetizen.com/tech/archives/2005/12/20/341/ (reading Word-based RFP files themselves and discovering who the preferred vendor is)
That brings up something I haven't seen mentioned in this thread or in other RFP threads I've seen on techwr-l over the years: the lockout spec. If you're involved in RFP response, you should be aware of lockout specs and understand how to write one yourself. (This is directed mainly at people who are new to the RFP game; anyone who has been doing this for a while is probably familiar with the concept.)
A lockout spec is a putatively vendor-neutral set of requirements for a system to be acquired. That is, no mention is made of a particular company, brand, or too-specific technology. However, the requirements are structured so that only one vendor can honestly respond in the affirmative to all requirements.
If you're in a field with a handful of players, you will quickly learn to recognize everyone else's lockout spec--and they'll learn to recognize yours. Nonetheless, you need to have one at the ready. If _your_ salesperson is working a sure thing at a company whose protocols require an RFP process, you want _your_ lockout spec in the prospect's hands. You don't want the guy going to his engineering department to collect a wishlist of specs.
By the same token, if you spot the competition's lockout spec in an RFP that crosses your desk, you can alert your sales team to that fact and possibly get a decision that you should not waste time responding, because it's a lost cause. Don't make this decision on your own, though, because there may be other factors at play that you're not aware of.
Dick
http://www.dmargulis.com/
http://ampersandvirgule.blogspot.com/
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RE: electronic submission: From: stevefjong
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