A Winnipeg-based management consultant says it’s time to rethink the way we award contracts for professional services.
Speaking at TEDxWinnipeg at the Tom Hendry Warehouse Theatre on June 4, Cal Harrison argued in favour of scrapping the Request for Proposals (RFP) system. Instead he favours a Qualifications Based Selection (QBS) when it comes to awarding contracts to experts, including architects, engineers, lawyers, accountants, management consultants, advertising agencies and market research firms, among others.
“We hire our experts based on low price,” Harrison says. “What we should be doing is hiring experts based on the most-qualified person or firm available.”
Harrison says the RFP system does not guarantee the best quality job and routinely ends up in spiralling final costs.
“Everyone writing a proposal in response to an RFP is going to be focused on the only critical defining factor that will determine the award of that contract, which is low price,” Harrison says. “Innovation goes away and value goes away because you have to interpret the project as the least viable, smallest, cheapest project.”
Read the entire article at Rip to the RFP
Sign up for our newsletter.
"This should be required reading for consultants AND their clients - especially the part about RFPs." - Blair Enns, Win Without Pitching