Category Archives: RFX

DEAR ENTERPRISE PROCUREMENT SOFTWARE BUYER: THERE ARE NO FREE RFPs!

This originally published June 29 (2024) and is being reprinted due to how important it is to remember as you enter a new budgetary year and seek out new technology.

This shouldn’t have to be said (again), but apparently it does since Zip has relaunched the FREE RFP madness in Source-to-Pay (that began in 2006 when Procuri first aggressively launched the Sourcing, Supplier Management, Contract Management, and Spend Analysis RFPs) with an RFP that is intake heavy, orchestrate light, process deficient, and, like many RFPs before, completely misses some of the key points when going to market for a technology solution. (Especially since there isn’t a single FREE RFP template from a vendor that isn’t intrinsically weighted towards the vendor’s solution, as it’s always written from the viewpoint of what the vendor believes is important.)

the doctor has extensively written about RFPs and the RFP process here on SI in the past, but, at a high level, a good RFP specifies:

  • your current state,
    it does NOT leave this out leaving the vendor to guess your technical and process maturity
  • what you need the solution to do
    NOT just a list of feature/functions
  • what ecosystem you need the solution to work in
    NOT just a list of protocols or APIs that must be supported
  • where the data will live
    and, if in the solution, how you will access it (for free) for exports and off-(vendor-)site backups, do NOT leave this out
  • what support you need from the vendor
    NOT just whether the vendor offers integration / implementation services and their hourly / project rate
  • any specific services you would like from the vendor
    NOT a list of all services you might want to buy someday
  • what the precise scope of the RFP is if it is part of a larger project
    NOT a blanket request for the vendor to “address what they can”
  • what regulations and laws you are subject to that the vendor must support
    NOT just an extensive list of every standard and protocol you can think of
  • what languages and geographies and time zones you need supported
  • any additional requirements the vendor will need to adhere to based on the regulations you or the vendor would be subject to and additional requirements your organization puts in place
    NOT endless forms of every question you can think of that might never be relevant
  • your goal state,
    it does NOT leave the vendor to guess what you are looking for (note that “goal” defines what you want to achieve, it is up to the vendor to define how they will help you achieve it)
  • what (management) processes you use to work with vendors — and —
  • what collaboration tools you make available to vendors and what your expectations are of them

And it is only created after a current state assessment, goal state specification, and key use-case identification so that it is relatively clear on organization needs and vendors have no excuse to provide a poor response.

Furthermore, a good RFP does NOT contain:

  • requests for features/functions you don’t currently need (but you can ask for a roadmap)
  • specific requests for a certain type of AI/ML/Analytics/Optimization/etc. when you don’t even know what that tech actually does — let the vendor tell you, and then show you, how their tech solves their problem
    (after all, there are almost NO valid uses for Gen-AI in S2P)
  • specific requests on the technology stack, when it doesn’t matter if they use Java or Ruby, host on AWS or Azure, etc.
  • requests for audits (tech, environmental, social welfare, etc.) when you haven’t selected the vendor for an award, pending a successful negotiation
  • requests for service professional resumes when you haven’t selected the vendor for an award that includes professional service, pending a successful negotiation
  • requests for financials, when you haven’t selected the vendor for an award pending a successful negotiation
    (because these last three [3] will scare some vendors off and possibly prevent the best vendor for you from even acknowledging your RFP exists)

And, a good RFP, goes to the right providers! This means that you need to select providers with the right type of solution you need before you issue the RFP, and then only issue to providers that you know offer that type of solution. (You can use analyst reports here if you like to identify potential vendors, but remember these maps cannot be used for solution selection! You will then need to do some basic research to make sure the vendor appears to fit the criteria.)

And if there are a lot of potential providers, you may need to do a RFI — Request for Interest / Intent (to Bid) — where you specify at a high level what the RFP you intend to issue is for, and if you get a lot of positive responses, do an initial call with the providers to confirm not only interest but the solution offered is relevant to your organization. (After all, at the end of the day, as The Revelator is quick to point out, it’s as much about the people behind the technology as the technology itself if you expect to be served by the provider.)

And even if you don’t need to an RFI before the RFP, you should still reach out to the vendors you want to respond, let them know the RFP is coming, and let them know you’ve done your research, believe they are one of the top 5 vendors, and are looking forward to their response. (Otherwise, you might find you don’t get as many responses as you’d hope for as vendors prioritize RFPs that they believe they have a good shot at winning vs. random unexpected RFP requests from unknown companies.)

At the end of the day, if you don’t know:

  • what the main categories of S2P+ solutions are
  • what the typical capabilities of a solution type are, what’s below, average or above
  • who the vendors are
  • how to determine your current state of process maturity (and how that compares to the industry, market, and best-in-class) and what a solution could do for you
  • how to evaluate a vendor’s solution
  • how to evaluate a vendor overall
  • how to write a good RFP that balances core business, tech, and solution requirements to maximize your chances of finding a good vendor for you

and the reality is that you most likely don’t (as less than 10% of Procurement departments are world class, as per Hackett research going back to the 2000s where they also determined the typical journey for an organization to become best-in-class in Procurement was 8 years, and that’s the minimum requirement to write a world-class technology RFP), then you should engage help from an expert to help you craft that RFP, be it an independent consultant or firm that specializes in Procurement transformation.

It is also critically important that the firm you select to help you needs to be neutral (not aligned with one solution provider who refers implementations to them in return for potential customer referrals) and that the firm does not rely on analyst maps either!

If you want help, the doctor has relationships with leading, neutral, firms on both sides of the pond who can help you, and who he will work with to make sure the technology / solution component is precisely what you need to get the right responses from vendors. Simply contact the doctor (at) sourcinginnovation [dot] com if you would like help getting it right.

Simply put, getting help with your technology RFP is the best insurance money you can spend. When you considering that, all in, these solutions will cost seven (7) or eight (8) figures over just a few years, you should be willing to spend 5% to 10% of the initial contract value to make sure you get it right. (Especially when there isn’t a single Private Equity Firm that wouldn’t invest in a technology player without doing a six [6], if not seven [7] figure due diligence first … and sometimes the firm will do this and then walk away! At least in your case, when you work with someone who can identify multiple potential vendors, you’re certain to find one at the end of the day.)

oboloo: Bringing e-Sourcing to the SME masses

e-Sourcing is a critical part of proper strategic procurement, but one that not a lot of SMEs and lower-end mid-markets have access to due to the cost of most strategic sourcing suites designed for the upper mid-market and enterprise that are beyond their budget, typically leaving them with only ultra-basic RFX solutions which are not enough.

In contrast, oboloo offers a Source-to-Contract platform with basic supplier management, contract document management, and savings management capability which can be obtained for $1,000 / user / year, allowing a SME Procurement department of 5 users to obtain decent sourcing software for 5K a year and put it on a P-card.

e-Sourcing

Their new, V2, e-Sourcing module is the core of the recently upgraded platform and allows an organization to build and issue RFIs, RFPs, and RFQs custom tailored to their needs for every event.

The entry dashboard to the Sourcing module allows a user to search the sourcing event database by opening and / or closing date, location, department, category, sub-category, event type, and event creator. From this dashboard, the user can access an existing event they have access to or create a new event.

If they choose to create a new event, they start with the sourcing wizard that allows them to configure the RFX event as a collection of (pre-defined) (standard) sections for internal use, standard information gathering (supplier questionnaires), event specific supplier sections, and a pricing section. (There’s only one standard product/item pricing template at the moment, but they are looking at including more for services [based on rate hours] and/or [manufacturing] cost breakdowns in future releases. If the user desired a more detailed price breakdown, they can attach an Excel spreadsheet.)

The platform walks the buyer through the process of

  • defining the activity that captures all the sourcing meta-data
  • selecting the sections for internal use
  • selecting the sections for supplier response
  • selecting the standard questionnaires (sustainability, security, etc.)
  • defining the pricing request
  • attaching any supporting documents
  • defining the scoring criteria
  • inviting the suppliers

Internal sections might consist of information on evaluation criteria and current pricing and cost structures.

Supplier sections consist of relevant criteria on required confidentiality, contact information, implementation plans, and future roadmap. Once a section is selected, it can be edited as needed.

Questionnaires are for the gathering of standard security and privacy information, sustainability information, service and support information, quality assurance, and other standard information required of any supplier for the product, category, or doing business requirements.

The pricing section is where the products are defined, by name, code, unit of measure, and quantity. The buyer can add as many products as she wants.

Once the products are defined, the buyer moves on to the scoring section where she defines the weighted scoring across each section included in the RFX.

Finally, the user selects the suppliers she wants to send the RFX to as well as the contacts at each supplier who will receive the RFX. If she chooses, she can switch to a supplier view before issuing the RFX. When she’s done, she presses send, and the RFP is complete.

The whole process can be completed in 10 minutes if the products are defined in the system and the buyer is okay with standard templates.

With regards to the construction process, the platform comes with a suite of standard sections and questionnaires that the buying organization can start with, and then the buying organization administrator can alter these as desired upon implementation.

Once the RFX is complete, and issued, the buyer can easily access the current status at any time. They can see which suppliers have responded, what they have responded to, and where the RFX is in the process. Once the RFX is closed, the buyer can start scoring and once scoring is complete, make an award.

Scoring is done on a section by section basis, with the information for each supplier displayed in consecutive rows for each supplier. The platform supports multiple scorers, and the weighted average will be used across scorers if multiple scorers are defined. Once scoring is done, the buyer sees the average score by section by supplier as well as the average score by supplier and can then mark a supplier for the award.

Contract Management

oboloo defines their contract management as a customized document management system, and that’s essentially what it is. It’s simply a repository for tracking organizational contracts, indexing them with metadata, defining relevant dates and alerts, and providing some basic reporting. But for most small organizations, that’s all they really need. They don’t use complicated contracts, they don’t want a separate document management system they won’t use, and they certainly don’t need the ability to define extensive clause libraries with multiple versions of each clause.

With respect to reporting, the system tracks expiring contracts by month, and can break them down by department, location, category, manager, type, etc. The user can also search across all of these criteria to quickly identify contracts of interest. It also tracks the number of documents (not) approved, the number of documents that have expired, and the number of contract records associated with suppliers that have been marked approved. And, of course, it can be setup with automated alerts/notifications to let the buyer know when contracts are coming up for expiry, when they are expired, etc. (And, of course these alerts/notifications exist throughout supplier management, RFX, and savings tracking when tasks are due.)

Each contract is a record consisting of key metadata classifiers, owners, financials, termination information, associated information, savings tracking, and a change log.

Supplier Management

The platform is defined as a basic supplier information and performance management platform that can maintain records for all suppliers used, or invited, by the buying organization and these can be searched by key identifiers that include industry, sub-industry, supplier type, preferred status, location, active (status), and contract as well as supplier name.

Supplier records are rather basic and consist of basic identifying information, owners, contacts, contracts, and scorecards. Performance management is scorecard centric in the application, and scorecards are also used to manage risk and track sustainability in the platform, as the buying organization can start with oboloo templates and set up their own to track the information they are interested in from a supplier performance management perspective.

Like contract management it is also fairly basic, but that’s what most SMEs and small midsized organizations need. Most of them don’t need extensive records on suppliers they are mainly buying indirect and MRO products from, and performance management is just a matter of ensuring quality, timely delivery, sustainability, low risk, and adherence to contract(s). This makes it easy for the buying organization to define and manage their suppliers.

Savings Tracking

Savings tracking is a simple module where, on a product, or contract, basis, a buyer can setup a savings tracking project on a fixed or variable time period for a set number of milestone dates. The buyer defines the product(s), current baseline spend (adjusted for the quantity, the projections, and then, at every milestone, defines the actual spend and the platform automatically computes the savings (or the lack thereof) and, once the last milestone is entered, computes the savings for the project.

As with the contract module, the system can then create meta-reports across all savings projects by month, year, and all time, as well as the remaining projected savings (and percentage). This can be broken down by category, sub-category, location, department, saving project type, and the responsible buyer.

Configuration

The platform supports roles-based security, comes with four pre-defined roles, and more can be configured to define created, read, edit, approval, archive, and similar rights across each module. Each user has a role as well as a unique profile.

It also supports the ability to define the industry and sub-industry hierarchy, the category and product hierarchy, corporate locations, departments, and each element type used by the system as identifying metadata (such as sourcing, contract, supplier, saving, document, etc. type). In addition, all of this information can be uploaded from excel (csv). The backend is built on APIs and the next version will have well-defined open APIs for data import as well as third party software integrations by 2025 Q1. Finally, users can select their currency (and define their preferred exchange rate) as well as their language, with approximately 15 languages currently supported.

Finally, the user can see their current licence and the corporate administrator can see all the currently active user licenses on the platform.

At the end of the day, oboloo contains the basic functionality you found in best-in-class first generation sourcing platforms almost two decades ago, with a few key differentiators. It’s a fully modern cloud-native SaaS stack, which can be fully self-implemented and self-configured, with a streamlined UX for SMEs, fully customizable template sections to allow for supplier records, contracts, RFXs, and savings projects to be created in minutes (vs hours or days). Most importantly, all of this comes at a cost that is a fraction of what these early SaaS platforms used to cost (and of what most [mini-]suites targeted at large mid-market and above, with a lot more bells and whistles than SMEs need, cost today), allowing a small sourcing team to get started for under 10K instead of having to spend 100K or more.

Part Analytics Get PARTicular About Your Electronics-Enabled Supply Chain and Source Smarter with Deep ANALYTICS-based Insight

Over the past few years a few vendors have come out of the factories to support your direct-specific supply chain, but there’s still only a few that specialize in the Electronics Supply Chain (especially when you include deep sourcing [automation] support) and PartAnalytics is one that you may not have heard of, but definitely should know of given their ability to drastically reduce direct sourcing times for electronics components while reducing costs, lead-times, uncertainty, and compliance.

Part Analytics was founded in 2019 to increase open collaboration between Original Equipment Manufacturers (OEMs), Electronics Manufacturing Services (EMS), and suppliers, starting with a comprehensive, standardized source of information for direct components and materials used in electronics-based manufacturing. This would allow demand and supply information to be shared, costs and lead times to be better managed, and supply chain risks minimized. Founded by global sourcing professionals with expertise in electronic and electro-mechanical supply chains, they applied their deep knowledge of products and buying processes to build a solution that would not only simplify the sourcing process for components and bills of material, but also allow much of it to be automated.

The Part Analytics solution is split into four primary modules (which can be accompanied by a fifth that serves as a cross-platform executive dashboard):

  • Part IQ: Contains detailed part data for the electronic / electro-mechanical parts the organization sources
  • BOM IQ: Contains detailed information on BOMs used by the organization (for sourcing purposes)
  • Category IQ: Aggregates part information across BOMs to provide insights into demand, benchmarks, commodity, and supplier risk information and provide analytical insights to reduce spend, lead-time, and risk
  • RFQ IQ: deep RFQ functionality for sourcing (automation) on a Total Cost Basis (TCB) (with up to 97% manual time savings once an event has been setup)

In this article, we will look at each module individually, after noting that since Part Analytics is focused on the electronic and electro-mechanical supply chains, most of the sourcing projects (60% to 70%) revolve around PCBs (Printed Circuit Boards, not Polychlorinated Biphenyls) and related components. As a result, the focus of most of their customers is on part and material cost and lead-time optimization in those categories specifically, which is why their central focus in Part IQ is on those components.

Part IQ

Part IQ is the global supplier parts library that

  • represents the integrated catalog across all suppliers,
  • maintains the organization AVLs (Approved Vendor Lists)
  • maintains Part Analytics‘ and the customers’ internal PPE (Prescribed Parts Equivalent) lists
  • maintains part cost and risk details by part
  • makes global search by part and equivalent quick and easy

Part IQ contains a database of hundred of thousands of components from thousands of suppliers globally and provides real-time inventory availability monitoring from distributors and suppliers. It’s also capable of monitoring part availability and notifying the buyer as soon as a specific part becomes available anywhere in the network.

Deep detail is maintained on every single part and includes information such as manufacturer and part number, usage, prices, savings opportunities, and alternates. It also cross-references BoMs containing the part, known risks associated with the part, and Part Analytics.

This allows a design engineer to quickly gauge availability during R&D or build-to-order quoting, as well as sourcing professionals to quickly gauge immediate availability, lead times and expected pricing if they also have Category IQ (to be discussed later) as it can pull in trends and insights from the Category IQ module. If they integrate with their PLM, they can also see current inventory within the tool as well as pull in product forecasts to see if the available supply is likely to meet their demand.

It also helps R&D to ensure compliance with industry and market requirements as Part Analytics harmonizes all of the data and they can quickly tell not only if a product is compatible, but if it is compliant with certain regulations as detailed specifications with the required material composition will always be available in the drill down.

BOM IQ

Arguably the core of the suite, BOM IQ (or Bill of Materials IQ) stores all of the electronic / electro-mechanical bill of materials being sourced by the organization as well as associated forecasts/demands from the PLM solution (and can push updates on material availability, inventory, AVL, and approved PPEs into the ERP if desired).

At the BOM level, it provides an organization with insight into:

  • the overall health rating (based on compliance, material/product risk, product/part/line-item health)
  • the number of unique line items with lead time, lifecycle, single source, RoHS, or other supported compliance risk (if data feeds/subscriptions are available)
  • the current annual spend summary and projected spend summary
  • BOM cost trend over time
  • the total estimated savings available from based on alternates and negotiation

For every line item it also stores all of the relevant associated information including, but not limited to manufacturer, distributor, current costs, usages, risk/health rating, and information from past events. It’s very easy for a user to navigate around the BOM IQ product and see not only current prices and usage, but to drill into associated risks and compliance.

In a nutshell, the solution provides actionable data by leveraging technology to contextualize data from hundreds of sources including distributors and manufacturers.

Category IQ

Category IQ rolls up the line-item/part/component/material intelligence by category and allows an organization to get an overview of their spend, opportunity, and risk from various points of view such as commodity, supplier, business divisions and products. This allows the organization to get a comprehensive view of spend and savings potential from different viewpoints and make the best overall sourcing decisions for the organization.

More importantly, the organization can also see a roll-up of risks and non-compliance by category, which can be filtered to certain risk types to allow the organization to address the most critical risks first. Especially since it can roll up the number of units in a given life cycle state, being single sourced, etc. and drill in to parts coming from a specific region to allow an organization to quickly assess the potential impact of geographic/geopolitical events and disasters on the supply chain.

Once the buyer has a firm handle on her categories, she can proceed to sourcing in RFQ IQ.

RFQ IQ

With a strong understanding of her categories, a buyer can initiate sourcing projects using RFQ IQ. This module simplifies the sourcing process by allowing buyers to set up events with ease. Key elements include defining line-items or BOMs, approved vendors, questionnaires, and bid sheets with detailed cost breakdowns.

Upon receiving bids, buyers benefit from a comprehensive summary that highlights the total parts up for bid, the number of bids received, and potential new spend based on the lowest bids. This summary also offers insights into category spend by business unit.

The platform enables buyers to delve deeper into individual supplier bids, comparing spend differentials and assessing the impact of choosing specific bids. Buyers can utilize automated features to award the lowest bid by supplier on a part or BOM basis, or make manual adjustments to finalize awards. Notifications are then sent to suppliers, and the award details can be integrated into the ERP system to initiate the contracting and P2P process.

One of the standout benefits of RFQ IQ is the ability to automate much of the sourcing process. Once the master file is established, buyers can launch events by simply defining timelines. Automation can handle the process from initiation to award recommendation, significantly reducing manual effort. For example, one client saw a reduction in manual effort from 710 hours to just 10 hours, thanks to the module’s robust automation capabilities. While results may vary, most organizations experience efficiency gains of 30% to 60%, depending on their automation preferences. Additionally, the overall sourcing process time can be cut from months to mere weeks, providing substantial time savings.

Furthermore, since the demand can be defined by business unit, it allows their customers to maintain their decentralized structure (as the platform can support bids by business unit when each is in a different location and would dictate a different landed cost) while still supporting volume consolidation through a Centralized Center of Excellence (COE) for cost reduction and best practice sourcing. This also allows an organization to get a fully centralized view into their global supply base by category, BoM, and part; identify key areas of material/part/product-based risk that needs to be assessed; and harmonize costs and lead-times at the same time.

By giving buyers a global view, they can identify all FFF and F component alternatives, including those that are more readily available, higher in quality, and/or earlier in their life-cycle, allowing the organization to identify potential strategic OEMs and suppliers early. And for off-the-shelf, always having centralized insight into global supply across hundreds of distributors is extremely valuable when a disruption happens in your current supply chain.

Furthermore, the fact that Part Analytics is PLM (and not ERP) first means that buyers have a firm handle on not only what Manufacturing needs, but what R&D is working on and can ensure R&D is not designing for materials/parts that could be expensive or hard to get and/or maintain a stable supply of when there are more affordable, more available, or more reliable alternatives available.

Plus, if desired, part and BoM population can be done entirely from spreadsheets, allowing for an organization to get up and running quickly as a) most organizations without a system custom designed for electronics / electro-mechanical direct sourcing, even if they have a modern PLM (and/or ERP), maintain all their part and BOM info in spreadsheets. Not only does this allow Part Analytics to get an organization up and running quickly, but it also allows them to instill best practice as Part Analytics serves as the Parts Master and, once the PLM integration is completed, always keeps the BOM in synch, and the organization never has to worry if they are sending the sheet with the right version of the BOM (was that v.21 or v.23 we finally decided on) to a supplier for bidding.

Looking Ahead

Right now, it’s just cost trends over time for category intelligence, but by Q4 Part Analytics intends to release advanced commodity/sub-commodity insights around pricing trends, availability, and lead time using advanced analytic and forecasting algorithms and supply and demand signals in their Category IQ Module.

Also, as indicated above, future releases will support more data integrations for supplier (and not just material/component/part-level) risk analysis.

Summary

Part Analytics is a great solution to harmonize sourcing, inventory, and supply chain visibility in your electronics and electro-mechanical spend categories. Furthermore, it’s real-integration to hundreds of OEMs and distributors provide invaluable real-time insight into supply, demand, lead-time, and cost trends and benchmarks that can help organizations get a better handle on their overall sourcing efforts, especially if they primarily run as a decentralized operation across product lines / business units or geographies, especially since it can unite engineering and commodity sourcing teams on one coherent picture. It’s a great solution for part-based supply chain visibility, and for deeper insight into how to achieve this, you can download and checkout their handbook on supply chain visibility.

Affordable RFPs – The Real Reason(s) They Are So Rare, Part 2

Three articles ago, we noted that The Key to Procurement Software Selection Success: Affordable RFPs! was critical to getting the right technology to help manage your complex supply chain. This was because a proper RFP required a LOT of understanding to get it right, which we covered in detail in that article and summarized in Part 1. Then, two articles ago, we noted that we know all too well that most of you are asking Affordable RFPs — What Are Those? because you’ve never seen one. So in Part 1, after reviewing the requirements of a good RFP, and pointing out why you weren’t likely to get an affordable RFP from the majority of consultancies, we told you that they were still the answer because

  1. they could be affordable if Niche Consultancies stopped thinking like consultants
    and started thinking like enhanced product-and-data-based SaaS Management Providers,
  2. they only require knowledge management and expert augmentation to get it right, and
  3. if a consultancy understood this and was willing to make the necessary investment, they could quickly become a market leader.

Today we’ll explain what that means. We’ll start with the 10 types of understanding we outlined in our first article on The Key to Procurement Software Selection Success: Affordable RFPs!.

  • Procurement Maturity: the consultancy needs a maturity matrix, along with key capabilities at each level, key questions that need to be asked, and follow on questions (and contextual knowledge) to elicit the right details
  • Process Maturity: the consultancy needs a process progression flow to pinpoint where an organization is in each process, both from a human viewpoint and a technology enablement viewpoint
  • (Critical) Use Cases: not just from a standard “procurement” (“sourcing”, “supply chain”, etc.) point of view, but from an industry point of view; the consultancy needs a large library of standard (critical) use cases to build on
  • Current Technical Maturity: not just from an organizational point of view, but based on the progression of technology in a typical enterprise organization (which, of course, requires a knowledge of the history of tech to the present day along with progression flows along architecture, standards, models, etc. )
  • Missing Capabilities: based on the process and tech maturity, but also based on industry peers and leading solutions; requires all of the above AND all of the below
  • Key Solution Types to Address the Gap(s): knowledge of the standard modular / best of breed offerings in the space and related spaces, as well as knowledge of the standard must have, should have, and nice to have capabilities of each solution type, as well as the progression of technical maturity in each area; a rather extensive knowledge base will be required
  • Key Existing Solutions to Maintain: knowledge of the core, should have, and nice to have requirements of foundational ERP/MRP solutions and companion solutions in inventory, logistics, etc. (to make sure the S2P+ solutions will be enough to go to market for or if other modules / systems [and RFPs] will be needed); a more extensive database
  • Globalization Requirements: knowledge of what the e-procurement requirements are in each country the organization does business in, what languages will be absolutely necessary, what currencies will need to be supported, what government regulations there are for the products/services being sourced/sold, what industry regulations/standards need to be supported etc; internal databases or appropriate database subscriptions will be required
  • Service Requirements: knowledge of what requirements are needed for implementation, data migration, integrations, and maintenance; and how to judge if a vendor / service provider is up to the task
  • Unique Organizational Requirements: knowledge of industries and what differentiates them from a process requirement and solution requirement standpoint; detailed, but yet curtailed, knowledge in an internal database that matrixes this by industry, process, and technology solution

In other words, it means a LOT of detailed models, knowledge bases, and standard progressions as well as a lot of detailed knowledge on:

  • metrics where most organizations lie on the maturity curve(s)
  • vendors, what modules they offer, and how they stack up
  • once all of the above is racked, stacked, and mapped, what the core questions are
  • etc.

And that, of course, requires the consultancy to step up and

  • make some up-front and ongoing investments to build these knowledge bases that will
  • allow their intermediate associates to do the baseline work and
  • enable their experts to come in and finish it up in a fraction of the time compared to if they had to do most of the work themselves (i.e. 1/5 to 1/4).

This will allow most of the work to be done by the intermediate resources at a lower day rate, who will be more efficient with a knowledge base to build on, and then the expert to come in and review the work, identify the areas of weakness, and take it the last mile.

And a consultancy who saw that and made the investments could scale up their operation by allowing their top resources to be four times as productive and support four times as many customers (as well as supporting their customers through the implementation in the project, change management, data migration, and assurance roles. (We only said that they had to be vendor neutral, and not be an implementation provider for the vendor’s software. Everything else is process or organization centric, and as the experts, that’s the work they should be doing, and the most valuable work to be done.)

Again, Affordable RFPs are the answer and maybe someday we’ll see a herd of those mythical unicorns.