Managing the RFP Process
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Overview: In Don Leone's work on numerous Request for Proposal (RFP) processes, Don is noticing a troubling trend -- many Fortune 500 global companies are mismanaging the process. Enterprises' IT departments spend up to six months researching their internal business and technical requirements, reviewing different technologies and vendors, attending tradeshows, and meeting with industry analysts.
Then, the RFP is created, signed off by the IT executive sponsor, and prepared for release to all the vendors. However, the vendors are only allowed three to four weeks to complete their responses.
Don would like to outline recommendations for improving the RFP process and avoiding common pitfalls.