selecting the bid and choosing the proposal team

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1、3SelectingtheBidandChoosingtheProposalTeamStep1:Bid/No-BidAnalysisandDecisionThreeBasicCostConsiderationsMakingtheBid/No-BidDecisionTurningDownanRFPStep2:TheProposalTeamProposalManagerFunctionalAreaCoordinatorsorManagersTeamMembersProposalDevelopmentSpecialistWheretoLookforMarketInforma

2、tionTheClient’sRFPClientStaffClientMaterialsYourOwnKnowledge,Judgment,andExperienceYourCompany’sProposalDatabasesPublicDataSourcesonClientsandCompetitorsPublicandSpecializedDatabasesSpecializedResearchandInformationGroupsLaterthatweek,Ms.Herrasmetwithherboss,Mr.Tagore,todis-cusstheEvere

3、ttHospitalbidandtoselectthefinalproposalteam.Mr.Tagoreshowedherthebid/no-bidanalysisdataforEverettandforasecondRFPsentbyanotherfirm,BlueRidgeHealthServices,Inc.32HandbookforWritingProposalsMr.Tagoresaid,“WealmostpursuedtheBlueRidgeRFPinsteadoftheEverettRFP.BlueRidgewasamuchbiggerjobwithal

4、otmorepotentialforfollow-upprojects.”Ms.Herraspaused.“Really?Ididn’tknowtheracewasthatclose.WhattippedthebalanceinfavorofEverett?”“Twofactors.OurpreliminarybackgroundresearchshowedthatBlueRidgehasahistoryofloadingextrasontothejobandthenrefusingtopaythesupplieranyadditionalmoney.Second,I

5、happentoknowoneoftheexecsatGoshenConsultingwhodidajobforBlueRidge.ShesaidthatGoshenmadeonly$10,000ona$600,000contract—allthechangesandextrarequirementsateupmostoftheirprofit.”Ms.Herrasbreathedalittleeasier.“SoEverettisthebetterjoballaround.”“Noquestion.Accordingtothebidanalysis,wenotonly

6、havetheresourcesandexpertiseforthisjob,butthereturnwillbearound15percent.”Mr.Tagoreglancedather.“Unlessyouknowofanyotherreasonweshouldn’tstickwiththisRFP.”Ms.Herrassaid,“There’sonlyoneissuewe’relookingintorightnow.We’renotsureifEverettwantsustocomeupwithasolutiontotheirtranslatorproblem

7、inadditiontobuildingacommunicationsystem.I’vegotthenewhires,MullenandChiang,doingsomeback-groundworkonEverett,onmedicalinterpreterproviders,andonfirmsthatarelikelytobeourstrongestcompetitors.IfwecouldgetsomekindofpartnershiparrangementwithaninterpreterproviderforEverett,thatcoul