I hope that you have enjoyed the article “A 20-Point Proposal Evaluation Checklist.”

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Thanks to a wonderfully positive reaction to the last PurchTips article, “A 21-Point Negotiation Checklist,” I thought that I’d do another checklist. And the purpose of a checklist is to simplify the process of going through a large number of steps. There’s no shame in using a checklist – pilots use them before every flight. I hope that both checklists help to make your job easier.

There were five items on the proposal evaluation checklist that I wanted to explain further. Here are two, I’ll discuss the rest beginning next week…

  • Did the supplier provide financial statements? The RFP is the time to ask for supplier financial statements. Privately-held suppliers are usually very reluctant to share these, so when they are competing for the business – as opposed to already having, or having assurance of, your business – is the time when you have the leverage necessary to receive them.
  • Did the supplier provide a cost breakdown? Suppliers are also reluctant to provide cost breakdowns. For the same reason that the RFP is the right time to request financial statements, the RFP is the right time to request a cost breakdown.

Stay tuned for a breakdown of the other three checklist items.

To Your Career,
Charles Dominick, SPSM
President & Chief Procurement Officer
Next Level Purchasing, Inc.
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Charles Dominick, SPSM, SPSM2, SPSM3

Charles Dominick, SPSM, SPSM2, SPSM3 is an internationally-recognized business expert, legendary procurement thought leader, award-winning entrepreneur, and provocative blogger. Charles founded the Next Level Purchasing Association in 2000, oversaw its incredible growth, and successfully led the organization to its acquisition by the Certitrek Group in 2016. He continues to blog and provide advisory services for the NLPA on a part-time basis as he incubates his upcoming business innovations. Charles is also the co-author of the wildly popular, groundbreaking book, "The Procurement Game Plan: Winning Strategies & Techniques For Supply Management Professionals."

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