How to Write a RFP

There’s nothing new about requests for proposals (RFPs). Companies have been using them for years to source products and services. But sourcing information products is another matter. While RFPs are customary in government organizations and academia, in other sectors, information products are more often purchased through a process of discussion and negotiation. RFPs usually come into play only when the value of the contract is high or when there are custom specifications or requirements for end users.

Today, however, more companies are becoming smarter about consolidating their spending on information products. They want more leverage during negotiations, and are looking for suppliers that can deliver solutions for the organization as a whole rather than just the information center, thus requiring carefully specified proposals. As a result, more companies in all sectors are adopting a formal RFP process.

In this article, the authors outline an end-to-end RFP process for use in purchasing information products.

The A.T. Kearney authors of this article are Susan Montgomery (Alexandria) and Helen Clegg (London).