An RFP process often includes a formal presentation by a select group of short listed vendors. An evaluation committee is established by the agency and based on the initial RFP responses they select a small number of vendors to formally present their company and pitch why they are best placed to perform the contract. By this stage there may be little between the vendors and so the presentation enables the evaluators to have an “eye-to-eye” meeting and help them make their decision.
If you are invited to present it means the winning post is within touching distance. As a finalist you have a great chance of emerging as the victor. The presentation is now crucial and you need to do everything to ensure you are in the best position possible. If you can, the first thing you need to do is engineer when you will present.
Is it better to present first or last?
Seth Godin, who writes a must-read blog recently wrote a post about the benefits of being first. Seth says “applying for a job, or to college, or visiting a client to pitch a project–in each case, going first is a significant advantage”. He argues that by being first you have the ability to set the standard and, if you have persuaded the buyer, another vendor will have the more difficult task of changing his mind.
I agree with Seth that there are situations where going first is an advantage (particularly if you offer something very unique and different) but in an RFP bid with little between each of the finalists in terms of price and service I believe being last is preferred. Usually there will be at least 3 finalists and sometimes as many as 5. In many RFP situations (particularly for standard services), each vendor will offer a very similar proposition and the evaluation committee will be primarily concerned that the winner will perform the contract to the level they require. The evaluators have to sit through many hours of presentations and each will have their own highlights. It is the last presentation that will be most clear in their minds and when they meet shortly after the last presentation to make a decision you want to be at the forefront of their thoughts. That’s why I consider last as the most advantageous place to be.
How do you engineer when you present?
You may not be able to but it’s worth trying. When you are informed that you made the shortlist you will probably be given a time (rather than a choice) when you are expected to present. In order to change your slot all you need to do is contact the agency and ask if you can. They may refuse or have to contact another vendor to see if they will swap but if you don’t ask you won’t know. The important thing is to try – even the smallest advantage can be important.
Are You A Certified Government Vendor?
PublicSpend is a community of the most credible local businesses in the United States. If you work for government or have a current government certification - federal, state or local - then you should be registered as a PublicSpend Vendor. Buyers are increasingly using PublicSpend as their first port of call to find qualified vendors. Make sure you can be found!
