To RFP, or not to RFP…
Many organizations issue a request for proposal (RFP) with the express intent of procuring their need at the lowest price possible. While price is definitely important, it is more important to get VALUE for the money spent. There are many reasons to go through the formal RFP process, the most notable being ethics and compliance. If your organization requires you to issue an RFP, ensure your requirements are well defined (per our initial step discussed earlier). Allow a long period for questions & answers, and give yourself the opportunity to interview the vendors in person to get a better feel for their capabilities and qualifications. Given enough time, anyone can draft a well-written proposal; it’s another thing to articulate that same response in person. Most RFP’s define a scoring system by which the organization will select a vendor; for example, 30% of the score will be based on price, 25% on vendor qualifications, 25% based on curriculum, etc. For the most part, such systems are unrealistic, as they attempt to quantify very subjective criteria in the name of being impartial. Whatever criteria you use, ensure that your RFP process enables effective procurement, rather than inhibiting it.
Match the Product


Once you’ve defined your need, it’s time to match it to a vendor’s solution. Assuming you can’t meet the need with company internal resources, you should have a general idea of which vendor most closely meets your need. If a public training course is the best option, then it’s simply a matter of finding a class date that works for the student. If private training is better suited for you, then arrange conference calls with the trainer(s) to qualify them, and ensure they can focus on your specific needs. Again, it never hurts to ask for references.

Custom needs



Private training for your department or company should always be customized for your environment. You’re all from the same organization – why not make sure the course is tailored to your specific need? This may involve nothing more than going through an outline with an instructor and adding or removing topics, or it could involve some company-specific examples that require the instructor to create additional content. If it’s the first scenario, you shouldn’t pay extra for it. The second scenario may involve some costs for preparation time, but ROI is generally worthwhile.



In the 4th and final part of this series, we'll dicuss some final thoughts such as company culture, feedback, and the value of your time.