Fixing the RFP for Professional Services

There Are Better Ways to Hire Architects, Engineers, Lawyers, Management Consultants, IT Firms, Designers…

The RFP (Request for Proposal) process has long been touted as a way for buyers to objectively evaluate and select from multiple professional service providers while keeping a lid on costs.


Unfortunately, far too many RFPs fail to achieve these desirable goals.

That’s because using the RFP process actually increases the cost of buying professional services while decreasing the likelihood of selecting the right service provider.

In fact, while many purchasers may still believe that an RFP is the most comprehensive method of procuring suitable professional services, it is actually an unsophisticated, and inefficient, process based on questionable science.

Why RFPs Increase Procurement and
Overall Consulting Cost

There are three premiums that must be paid by every RFP user that are not paid, or paid to a much lesser degree, by those using other selection processes:

  • The lawsuit premium
  • The inaccuracy premium and
  • The inefficiency premium.

Click here to read the rest of Cal Harrison’s article that the Canadian Business Press voted one of the top five best marketing articles of the year.

QBS Manual Second Edition CoverClick here for more information on how to purchase Cal’s eBook on Qualifications Based Selection, the process required by law in the US when hiring certain professional services.


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The Consultant with Pink Hair

"This should be required reading for consultants AND their clients - especially the part about RFPs." - Blair Enns, Win Without Pitching

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