Developing and Managing Requests for Proposals in the Public Sector 3rd Edition by Theresa Bauccio Teschlog, Ronald King, Dennis Carney, Joyce Foster, Christine Weber ISBN 9780367520311 0367520311

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Product details:

ISBN 10: 0367520311
ISBN 13: 9780367520311
Author: Theresa Bauccio Teschlog, Ronald King, Dennis Carney, Joyce Foster, Christine Weber

Developing and Managing Requests for Proposals in the Public Sector 3rd Edition Table of contents:

1 The Procurement Process: An Overview

Introduction

Requirements Generation and Appropriation

Contract Formation: Contract Planning, Solicitation, and Selection

Supplier Files

Contract Administration

Factors Determining Procurement Method Selection

Types of Commodities to Be Purchased

Goods and Services

Major Technology Systems, Software Systems, and Networks

Research and Development

Construction and Architectural-Engineering Services

Maintenance, Repair, and Operations

The Decision Whether to Include Evaluation Factors Other Than Price

Risk

Strategic Risk

Operational Risk

Types of Risk Factors

Procurement Methods

Invitation for Bids (IFB)

Request for Proposals (RFP)

Differences Between IFB and RFP

Selecting a Procurement Method

Goals of Public Procurement

How to Meet Statutory Requirements by Selecting the Proper Procurement Method

Cost

Quality

Timeliness

Minimizing Risks

Accomplishing Social and Economic Objectives

Maximizing Competition

Exceptions to Full and Open Competition

Maintaining Integrity and Transparency

Source Selection

The RFP Process

Conclusion

2 The Request for Proposals Process

Introduction

Initial Steps

Preparing a Procurement Plan for Large Procurements

Suggested Elements of a Procurement Plan

Preparing and Processing a Purchase Requisition

Preparing a PR

Market Research

Competition

Request for Information

Pre-Solicitation Conference

Planning the RFP

Preparing a Scope of Work and Specifications

Revealing Budgetary Figures

Approval Levels

Public Notice

Dealing With Inquiries

Pre-Proposal Conference

Addenda to Solicitations

Solicitation Considerations

Extent of Competition

Circumstances Permitting Other Than Full and Open Competition

Resources for Locating Suppliers

Evaluation of Proposals

Guiding Principles

Establishing Evaluation Criteria

The Evaluation Process

Negotiations

Conclusion

3 Developing the Request for Proposals Document

Introduction

Sections of an RFP Document

Cover Page

Table of Contents

Preparation and Submittal Instructions

Submittal Checklist

Timeline

Administrative Information and Instructions

Evaluation and Award

Scope of Work

Special Terms and Conditions—Entity- or Project-Specific

General Terms and Conditions

Forms

Guidelines for Clear Writing

Appropriate Use of Words

Active Voice

Choosing the Right Words

Use of Concise Phrases

Identifying the Audience

Developing Evaluation Criteria

Mandatory Requirements or Pass/Fail Criteria

Conclusion

4 Scope of Work and Specifications

The Scope of Work

Specifications

Use of Existing Specifications

General Form and Content

Definitions of Terms Used in Specifications

Reference to Other Specifications, Standards, and Publications

Sampling, Inspection, and Test Procedures

Types of Specifications

Design Specifications

Performance Specifications

Functional Descriptions

Brand-Name Descriptions

Brand-Name-or-Equivalent Descriptions (Also Referred to as “Brand Name or Equal”)

Descriptions Used in Specifications

Providing Context

Conclusion

5 Proposal Receipt, Evaluation, and Selection

Proposal Receipt

Proposal Closing

Initial Proposal Review

Responsiveness Review

Evaluation Process

Evaluation Committee

Evaluation Committee Code of Conduct

Evaluation Committee Guidelines

Committee Roles

Committee Functions

Evaluation Process Summary

Procurement Professional’s Responsibilities

Determining Proposal Technical Responsiveness

Determining Proposer Responsibility

Defining Responsibility in Terms of Management, Quality Control, Ethics, Facilities, and Financial Strength

Management

Quality Control

Ethics

Facilities

Financial Strength

Recommending an Award

Conclusion

6 Evaluation Methodologies

Introduction

The RFP Process—Initiating the Evaluation of Proposals

Evaluation of the Technical Proposal

Evaluation Methodology Options

Nonnumerical Evaluations

Go, No-Go

Trade-Off Analysis

Color Coding

Adjective Ratings

Dollars ($) Per Point

Numerical Evaluations

Fixed Weights

Variable Weights

Evaluation of the Price Proposal

Reward Low Price

Reward Average Price

Reward Price Reasonableness

Scoring Criteria

Level or Even-Cost Process

Price and Cost Analyses

Price Analysis

Cost Analysis

Allocable and Allowable Costs

Value Analysis

Total Cost of Ownership

Completing the Evaluation Process

Establishing the Competitive Range

Developing a Short List

Interviewing Suppliers

Checking References to Assign Points or Confirm a Selection

Conclusion

7 Contract Negotiations

Introduction

Planning for Negotiations

Negotiation Topics

Negotiation Team

Procurement Professional

Project Manager

Technical Experts

Financial Analyst

Legal Expert

Team Leader

Team Leader Responsibilities

Ground Rules

Factors to Consider When Negotiating Contract Type

Negotiation Process

Preparation

Negotiation Targets

Substantive Issues

Relationship Issues

Rehearsal

Power

Logistics

The Room

Verbal and Nonverbal Cues

Attitude

Appearance

Nonverbal Cues

Facial Expressions

Gestures

Tone of Voice

Interests

Options

Criteria

People

Negotiation Tactics

Ethical Negotiation Tactics

Tactics in Conflict With NIGP’s Code of Ethics

Other Tactics

Defense Tactics

Effective Negotiators

Listening

Silence

Emotions

Questions

Offers and Concessions

Documenting the Negotiations

Special Factors

Negotiating With Multiple Proposers

Best and Final Offers

Decision to Award Without Negotiations

International Negotiations

Conclusion

8 Contract Writing

Introduction

Comparison of Private and Public Contracts

Formation of Private Contracts

Formation of Public Contracts

Overview of Contract Law

Types and Sources of Contract Law

Written or Oral Contracts

Law Relating to Contract Creation and Its Application to Drafting

Definition of Contract

Elements of a Contract

Offer and Acceptance

Definiteness

Consideration

Mutuality of Obligation

Capacity of the Parties

Legality of Purpose

Contract Interpretation

Rules of Interpretation

Parol Evidence Rule

Rules for Interpreting a Contract

Vagueness and Ambiguity

Procurement Professional’s Role in Drafting Terms and Conditions

Drafting the Contract

Overview

Developing a Drafting Strategy

Drafting Language to Fit the Type of Contract

Use of Legal Counsel

Writing Rules for Drafting Contracts

Parts of a Contract

Background

Definitions

Operative Language

Drafting Terms and Conditions

Incorporation by Reference

Special Terms and Conditions

Types of Contracts

Open-Market Purchases

Forward Buying, Hedgingg, and Futures Contracts

Fixed-Price Contracts

Cost-Reimbursement Contracts

Other Contract Types

Contract Writing General Considerations

Conclusion

9 Completing the Request for Proposals Process

Introduction

Confirming the Successful Proposer

Evaluation Committee Report and Recommendation

Reviewing the Results Before the Award

Executive, Governing Body, or Board Approval of Award Recommendations

Awarding the Successful Proposer

Executing the Contract

Releasing the Results

Announcing the Award

Debriefing Proposers

Releasing Information Required by Law

Information That Should Not Be Released

Completing the RFP File

Dealing With Protests

Protest Implications

Adversary or Partner?

Putting Out the Fire

Promote Fair and Open Competition

Promote Excellence

Handle Protests Effectively

Know the Law

Notice to Proceed

Conclusion

Appendix: Code of Ethics—National Institute for Governmental Purchasing

Index

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Tags: Theresa Bauccio Teschlog, Ronald King, Dennis Carney, Joyce Foster, Christine Weber, Managing Requests, Public Sector