1) How would you help us solve this problem?
2) Who else have you helped?
3) What will it take to get us there? (time, budget, resources)
That’s it.
Don’t get me wrong. I understand where a Request for Proposal comes from and the purpose it can serve. But oftentimes an organization believes it needs to know HOW to solve the problem when creating the RFP and subsequently compares costs against executing that solution.
But it doesn’t matter which car we drive if we’re headed in the wrong direction. Don’t feel the pressure to figure out the how—That’s a big part of what you’re paying for.
Instead, tell them what needs to be fixed and look for a team that truly seeks to understand your needs, your culture and has the experience to back them up. Chances are high the proposed solution may not be what you expect but you’ll be delighted with the results.