Buying Professional Services eBook:
order now (Second Edition)

QBS Manual Second Edition Cover

“The best publication I’ve found dealing with QBS.”
– Michael Asner, RFP Mentor

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:


  • Objective, defensible, and credible identification of the most qualified vendors
  • Collaborative instead of adversarial vendor relationships
  • More accurate project pricing meaning fewer cost over-runs
  • Lower procurement costs and reduced procurement time
  • Innovative, value-added project results with higher end-user satisfaction
  • Reduced operating and life-cycle costs of projects

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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Table of Contents

Introduction and Overview 1

Chapter One
You Must Disclose Your Budget 7

Chapter Two
Price Compliance is Mandatory, But Not Evaluated 9

Chapter Three
Defining the Evaluated Decision Criteria (Expertise) vs. Mandatory (Non-Evaluated) Decision Criteria (Everything Else) 11

Chapter Four
Weighting the Evidence of Expertise 15

Chapter Five
Defining the Scoring Rubric for Each Decision Criteria 16

Chapter Six Confidentiality and Ethics 31

Chapter Seven
Never Request Free Consulting In A Proposal (“Spec Work”) 33

Chapter Eight
Disclosure of Distribution 35

Chapter Nine
Proposal Format – Limiting Proposal Pages 36

Chapter Ten
Interviews 37

Chapter Eleven
Post Award Feed-Back for Vendors 39

Moving Forward 40

Appendix A
The Structure of Your Selection Document (RFQ) 41

Appendix B
QBS Scoring Template 42

Appendix C
The Structure of Your Selection Team 47

About the Author 48

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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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