This 51 page handbook is designed to help institutional buyers of professional services to find and hire the most qualified expert firms at a fair market price.
Research has proven Qualifications Based Selection brings your organization less risk, lower costs and greater value:
Click the link to read the free preview Buying Professional Services Second Edition Sample Pages
It exposes the limitations, inaccuracies, and gross inefficiencies of the typically utilized price-based Request for Proposal (RFP) process and expands upon the fundamentals of Qualifications Based Selection (QBS) offering new ways to handle pricing during the selection process as well as new methods for evaluating the qualifications – also referred to as the expertise – of professional services firms in architecture, engineering, management consulting, law, IT, advertising, digital media and more.
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Introduction and Overview 1
You Must Disclose Your Budget 7
Price Compliance is Mandatory, But Not Evaluated 9
Defining the Evaluated Decision Criteria (Expertise) vs. Mandatory (Non-Evaluated) Decision Criteria (Everything Else) 11
Weighting the Evidence of Expertise 15
Defining the Scoring Rubric for Each Decision Criteria 16
Chapter Six Confidentiality and Ethics 31
Never Request Free Consulting In A Proposal (“Spec Work”) 33
Disclosure of Distribution 35
Proposal Format – Limiting Proposal Pages 36
Post Award Feed-Back for Vendors 39
Moving Forward 40
The Structure of Your Selection Document (RFQ) 41
QBS Scoring Template 42
The Structure of Your Selection Team 47
About the Author 48
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"This should be required reading for consultants AND their clients - especially the part about RFPs." - Blair Enns, Win Without Pitching
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