RFPs: Detail vs. Flexibility
When training departments decide that they are going to outsource some or all of their services, the first step is usually to create a Request for Proposal (RFP). The RFP provides the suppliers interested in the business with a list of the requirements for the project and may provide the evaluation criteria that will be used to compare supplier proposals. Suppliers then prepare proposals to sell their services. This can be a tedious and time-consuming undertaking, but it can help ensure that the best match is found.
Two types of RFPs create a trust problem right from the start: detailed and vague (see figure 8.2). Before the supplier is even chosen, the RFP can set up a negative reinforcing loop.