Axia Consultants : More Complex RFP Scoring

Scoring scheme for more complex vendor RFP responses and comments

Despite requesting a particular format of response to your RFP, you may well receive a wide variety of responses and comments from vendors. Scoring these can be complicated, especially if there is no standard format. The ideal solution would be to specify and receive standard format responses. The next best - is to create a scoring scheme that categorizes the responses / comments into various categories that are useful to you. Then convert the vendor’s RFP responses into categories and associate each with a numerical score. The example below illustrates the potential solution.

The problem - a typically wide variety of vendor RFP response comments.

The functionality requirement X is achieved by:

•          Standard software AA version 1103
•          Standard software AA v1103, via tailoring screen configuration and report configuration
•          Using windows capabilities
•          Using / integrating with software BB
•       This could be achieved subject to a full specification, however, it is believed that CC tools may be  utilized / interfaced to fulfill the requirement
•          Standard software AA version 1104, when released
•          Standard software AA will be offering this feature in a future release
•          A future release, further discussions are required
•        Standard software AA could offer this functionality, subject to a full specification, if customer is prepared to part sponsor this
•         Possible modifications required, pending further discussions
•          Modifications required subject to a full specification

The solution – is to either separately categorize the responses/comments and then score these, or combine the categorization and scoring eg by creating a table of RFP Response Categories and Associated Scores (with categories / scores that are useful to you), and then convert the vendor RFP responses/comments into a score.

On previous pages we have suggested a simple scoring range from 0 to 3 eg 0 = not met, 1 = partly met, 2 = fully met, 3 = exceeded expectations. But as the responses / comments are more complicated, you could use a wider scoring range say from 0 to 10 (with 10 the best, 0 the worst)

2015 Honda VT1300 Fury 1300 ABS - Al Lamb's Dallas Honda

When you ride a VT1300CX ABS Fury, you’re the center of attention – whether you’re cruising through town or out on the open highway. Spanning nearly six feet from axle to axle, this is one long and lean machine. Best of all, you have two Fury custom motorcycles to choose from: Our standard VT1300 CX Fury, or the ABS version for riders who want an added level of stopping control in less-than-ideal environments.

What makes the VT1300CX ABS Fury stand out? Let’s break it down. The standard – if you can call the Fury standard – integrates a single powerful 336mm-diameter front disc brake is complemented by a 296mm rear disc brake. With Honda’s innovative anti-lock brake system (ABS), cruiser motorcycle drivers have the added security and stopping power that only Honda engineering can deliver. After all, the road can throw anything at you – from wet pavement to sand and other debris on the road.

ABS is designed to help custom motorcycle tires achieve optimal deceleration and stopping performance while preventing them from exceeding their limits of grip. As a result, it’s possible to maintain efficient and effective braking control over a wide variety of riding conditions. You have the added confidence when applying brakes in emergency maneuvers or on slippery roads. Simpler braking with the VT1300CX ABS Fury increases any riding enjoyment.

The Legendary Sales Seminar by Meir Ezra

It is not the best product that brings financial success for a company. It is the company’s ability to sell that product that brings the results.

You may have heard of ABC = Always Be Closing. Well truth is, ABC, to be really effective, stands for Always Be Caring.

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WHY?

When one has a problem, the source of that problem is always before the problem’s manifestation.

The above law applies to sales in the following way: if you have a problem with a close for example, you can be assured the source of the problem is not the close, but BEFORE… somewhere earlier in the sales process.

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