Worked Walkthrough: Score an RFP Without Losing the Tradeoff
Build and interpret a weighted RFP score that includes TCO and negotiation factors.
Three finalists have mixed strengths. Stakeholders like Vendor A's workflow, finance prefers Vendor B's TCO, and legal prefers Vendor C's terms. A weighted score should reflect the business strategy and show which supplier-specific gaps must be negotiated before award. The common trap is to average stakeholder opinions after demos. That rewards charisma and familiarity instead of the RFP's stated evaluation factors. Before The team says Vendor A feels best, Vendor B is cheapest over three years, and Vendor C is safest contractually. No one can explain the tradeoff. After The weighted model shows Vendor B leads by 4.6 points because…
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