The Request for Proposal process tends to be a drawn out one. There’s much to do in defining the scope of the job on offer, as well as its technical requirements and detailed requests for contractor/vendor information.
But when you’re readying an RFP for Maintenance, Repair and Operations, you’re dragging a rock uphill. At least, that’s what it can feel like, due to the complexity of MRO.
And once you’ve successfully navigated your RFP, having fully articulated your needs to prospective contractors and vendors, are you any closer to the goal of project satisfaction?
Have you performed an RFP for your MRO recently? We’re willing to bed you haven’t. But if you have, you’ll know that it’s a time-consuming process with results which are often mixed. It’s also likely that you’ve yet to run an RFP that has you spiking the ball in the end zone, right?
Let’s look at some the reasons RFPs for MROs go sideways and how you can kiss the process goodbye.
On the defensive
The very nature of the RFP process, regardless of sector, is that it places you in a defensive stance. You issue RFPs as “sniff tests”, designed to protect your organization from the possibility of loss and risk.
You’re not reaching out to like-minded organizations who share your values. You’re reaching out to find the least risky prospect. While self-preservation is a human instinct, it can kill creativity in your organization, by denying it partnerships which are mutually beneficial.
While you need to protect your interests, you can sometimes miss the forest for the trees if that’s your sole focus and too often, it is with RFPs.
While consensus in decision-making is a desirable and noble goal it’s also clear that this style of arriving at a decision is fraught with peril.
Consensus means everyone agrees. Everyone. Think of the movie “12 Angry Men”. While it may be a dramatic analogy it’s also instructive, as the jurors in that film certainly took their time.
An RFP is intended to find you the right stuff to get the job in question done. When that’s what you’re going for, then isn’t it best that you obtain said “right stuff” as efficiently as possible? If you want to get the job done, that goes without saying.
RFPs – on the way out
Take a quick tour around the interwebs and you’ll notice that there are more and more voices being added to the growing anti-RFP chorus. There’s certainly a vocal contingent of people recognizing this traditional process as having reached its expiry date.
Companies are beginning to understand that work deriving from RFPs doesn’t stick. Those who issue them tend to be obsessed by the process itself. And on your side, you’re reading this because you’re casting a jaded eye on the effectiveness of the RFP process, yourself.
A better way to procure
CenterPoint Group is a trusted procurement advisor. We’re a better way to procure because we spare you the pain of RFP for MRO. Contact us.