An RFP lists the design requirements of a customer and the types of
solutions a network design must include. Organizations send RFPs to vendors and
design consultants and use the responses they receive to identify the suppliers
that can meet their requirements. RFP responses help organizations compare
competing designs, product capabilities, pricing, and service and support
alternatives.
Some organizations specify the required format for the RFP
response. If this is the case, the initial design document should follow the
prescribed format and structure provided by the customer. Organizations that
specify a format may refuse to read responses that do not follow the requested
format. In some cases, the customer may request a follow-up document that
provides more detailed information on the logical and physical network design.
Some RFPs are in the form of a questionnaire. In this case, the
questions should determine how the proposal is organized. Embellishments that
focus on key requirements and the selling points of the design can be added,
unless the RFP specifically states that they should not be added.
Although every organization handles RFPs in a slightly different manner,
most RFPs require that the responses include some or all of the topics shown in
Figure
.
Despite the fact that a response to an RFP must stay within the guidelines
specified by the customer, ingenuity should still be used to ensure that the
response highlights the benefits of the design. Based on an analysis of the
business and technical goals of the customer, and the flow and characteristics
of network traffic, write the response so the reader can easily recognize that
the design satisfies critical selection criteria.
When writing the
response, be sure to consider the competition. Try to predict what other
vendors or design consultants might propose so the response can emphasize the
aspects of the solution that are likely to be superior to competing designs. It
is also important to pay attention to the business style of the customer.
Remember the importance of understanding customer biases and any office
politics or project history that could affect the perception of the proposed
design.