When selecting an engineering or manufacturing vendor, it is common for companies to identify project goals and the overall desired approach, and then issue an RFP.
For companies, the real “work” begins when the proposals come in and they begin the evaluation and selection process and the project kicks off. But for quality vendors who are knowledgeable and experienced, work begins when they first see the RFP.
The way a vendor reviews and responds to an RFP speaks volumes. A quality vendor will take the time to fully understand the RFP. It is an opportunity for them to not only present a solution to what’s needed on paper, but also offer additional insights about what’s needed in theory. The vendor will call on their experience to share concerns, point out items that may have been overlooked, or suggest features that could be added for very little cost. The vendor will then include those overlooked items and additional features in its proposal to maximize the value in the solution.
These items and features may relate to the following areas:
1. Understanding what the company is trying to do. This goes beyond clarifying project goals and expected deliverables. This encompasses having an understanding of the overall business goals. If a company is seeking Solution A in response to Business Goal A, it might not be aware that there is a Solution B and Solution C that could meet that business goal more effectively with less cost and less time.
A valued and trusted engineering and manufacturing vendor will be transparent and proactive in presenting these other solutions, knowing that the project could play a role in not only Business Goal A, but also the long-term ROI of the company.
2. Understanding the company’s resources, partners, and infrastructure. A quality vendor knows with whom they do business. They have a working knowledge of the company’s capabilities and on-staff skill sets. They know if there are any relationships the company can leverage. They are aware of partners and opportunities that can create synergies and build more value into their solution. They do not have a cookie-cutter approach. They offer tailored solutions that are congruent with the company’s existing strengths and assets.
This understanding has the potential to not only reduce the cost of the solution, but also foster partnerships and increase staff buy-in.
3. Understanding the company’s deliverables and KPIs. A quality engineering or manufacturing vendor will have a thorough knowledge of what the solution must deliver and how that solution will be assessed. They will commit to meeting goals outlined in the request for proposal. In addition, they will draw from their expertise to define additional business and user requirements, stakeholder needs, and outcomes indicators that the company may not be aware of. They will become a true subject matter expert and partner in providing – and measuring – successful outcomes.
Conclusion
Knowing how well a vendor knows your company is a critical KPI in the RFP evaluation process. For more KPIs for confidently selecting an engineering or manufacturing vendor, download our RFP Evaluation Guide.
