https://www.eshoplogistic.com Se hai lavorato per un certo periodo di tempo come fornitore di un’azienda B2B, probabilmente sei abituato a ricevere richieste di proposta da clienti interessati ai tuoi prodotti e servizi.
Abbreviazione di “richiesta di proposta”, una RFP è un documento che un’azienda alla ricerca di servizi di livello aziendale può utilizzare per ottenere una panoramica delle offerte e dei costi di diversi fornitori contemporaneamente. Se un fornitore partecipa a una RFP, risponde a una serie di domande su prodotti, servizi, metodologia e costi necessari per soddisfare le esigenze dell’azienda.
Un problema che affligge la moderna RFP è che, in molti casi, non si tratta affatto di una RFP. È diventato un termine generico applicato a RFP, RFI e RFQ. Tutti e tre hanno alcune caratteristiche in comune, ma ognuno presenta chiare distinzioni e la comprensione di tali distinzioni migliorerà notevolmente il processo di selezione durante la ricerca di un fornitore. Ecco una carrellata delle distinzioni di ciascun documento e delle indicazioni su quando utilizzarlo:
RFI
Abbreviazione di “richiesta di informazioni”, la RFI è in realtà un documento preliminare utilizzato dalle aziende che non comprendono il mercato in cui stanno per entrare.
Poiché la RFI è più un documento conoscitivo, ti consigliamo di porre domande aperte, che consentano al venditore di parlare della sua gamma completa di offerte.
In genere, la RFI indicherà le sfide aziendali generali che stai affrontando e quindi il fornitore potrà personalizzare la sua risposta nel contesto di tali sfide. Spesso, il venditore spiega la sua posizione sul mercato (ad esempio, in quali settori è specializzato), come concede in licenza il suo prodotto e quali altre tariffe puoi aspettarti.
Richiesta di offerta
Una RFP, “Richiesta di proposta”, è un documento che chiede ai fornitori di proporre soluzioni ai problemi o ai requisiti aziendali di un cliente. Una RFP è solitamente ciò che segue una RFI; infatti, è raro che un’azienda passi da una RFI a una RFQ (per ragioni che diventeranno chiare di seguito). Una RFP dovrebbe contenere molta più specificità in termini di quali sono le esigenze di un’azienda, delineando gli obiettivi aziendali per il progetto e identificando i requisiti specifici necessari per il lavoro richiesto. La chiave di questo documento è che ci siano dettagli sufficienti per fornire ai fornitori il contesto di cui hanno bisogno per proporre una soluzione valida, ma deve comunque consentire un margine di manovra sufficiente affinché i fornitori possano applicare creatività e migliori pratiche per soddisfare tali esigenze.
Richiesta di offerta
Abbreviazione di “richiesta di preventivo”, la RFQ è un documento ancora più dettagliato che approfondisce le specifiche esatte richieste dall’azienda. In una situazione in cui una richiesta di offerta viene utilizzata per un progetto software B2B, l’azienda sa abbastanza del suo sistema attuale e esattamente come intende cambiarlo o migliorarlo in futuro.
A differenza della RFP, che consente al fornitore la flessibilità di suggerire soluzioni creative al problema, un’azienda che distribuisce una RFQ non cerca creatività. In genere, la richiesta di offerta contiene una tabella che elenca ciascun requisito e quindi chiede al fornitore di valutare la propria capacità di soddisfare tale requisito. Il fornitore specificherà quindi se può soddisfare i requisiti immediatamente, se richiederà qualche configurazione, se richiederà del codice personalizzato o se richiederà l’utilizzo di un fornitore di terze parti.
Qual è il migliore?
Come fornitore, affronto questo problema con alcuni pregiudizi, ma preferisco il percorso RFI-RFP rispetto a una RFQ. Perché? In genere, i clienti che si rivolgono a noi con una richiesta di offerta tendono ad avere una mentalità chiusa nel loro approccio. Poiché non ti stai aprendo alla creatività e alla conoscenza istituzionale accumulata dal venditore, stai sostanzialmente segnalando che non vuoi imparare nulla di nuovo, né vuoi aprirti a nuovi approcci.
Nella mia esperienza, molti clienti chiamano erroneamente le loro richieste di offerta come RFP, ma quando si risponde non è consentito “proporre” una varietà di soluzioni e avere successive conversazioni sulle opzioni proposte, che è lo scopo di una RFP. In questi casi, ti viene semplicemente chiesto di compilare un elenco di requisiti e fornire costi dettagliati per ciascuna voce, che per definizione è semplicemente una richiesta di offerta.
Una richiesta di offerta è appropriata per un progetto in cui si sta aggiungendo o potenziando un sistema esistente.
Tuttavia, ritengo che l’approccio RFQ sia inappropriato per un progetto in cui si prevede di implementare un sistema completamente nuovo.
Puoi facilmente cadere nella trappola di chiedere ai fornitori di fornirti un sistema che faccia esattamente quello che fa il tuo sistema attuale. Se è così, allora devi innanzitutto esaminare attentamente il motivo per cui stai implementando un nuovo sistema e assicurarti che i tuoi obiettivi aziendali siano in linea con gli obiettivi del tuo progetto.
In genere, stai cercando di implementare un nuovo sistema perché quello che stai utilizzando oggi non soddisfa le tue esigenze. Se è davvero così, come puoi sapere quali sistemi disponibili soddisferanno le tue esigenze a meno che tu non conceda ai fornitori la flessibilità di discutere i tuoi attuali processi aziendali in modo collaborativo?
Se pubblichi semplicemente un elenco di esigenze dettagliate in base a ciò che fai oggi, otterrai risposte in cui i fornitori cercano di adattare le loro soluzioni per soddisfare tale elenco e perdere l’opportunità di cambiare veramente la tua attività in meglio. La mentalità della RFQ, in breve, mina alcuni dei cambiamenti positivi che puoi vedere nei tuoi processi aziendali nel loro insieme. E chiudere un occhio di fronte al cambiamento è la strada più rapida verso l’obsolescenza di un’azienda.
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