Today’s post continues a series of posts that go into more detail in the thinking behind some of the major points found in the 20-Point Proposal Evaluation Checklist. You can find the previous posts in this series here and here. Today’s checklist item is…

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Did the supplier provide the information necessary to be set up in the purchasing system?

Here’s why this information is important to obtain in th RFP, not later.

I often see lower-level buyers request supplier setup forms to be completed by a prospective supplier while their managers are still trying to negotiate the last few pennies out of that supplier’s price. Nothing says “you already have the deal” like being asked to submit a W9. Sure, you want to expedite the implementation process, but you want to do so without deleveraging your negotiation abilities.

Require all suppliers to submit their information with their RFP responses. Sure, you won’t use all that you get, but it’s better than tipping your hand during a procurement negotiation.

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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