The book addresses the process of developing RFPs and evaluating proposals. It also describes in detail the sections of a well-constructed RFP and offers guidance as to how to prepare each section. Instead of presenting a simplistic prescription, the book addresses both sides of issues that are not clear cut, such as whether to include the details of the proposal evaluation criteria in the RFP. These discussions help readers understand the various points of view so they can select for themselves the appropriate course to take in each situation. The book includes many checklists, forms, examples, and practical tips. It is clearly written, easy to read, and comprehensive.
I found this book very helpful as I developed a software subcontract management process recently. Every time I pick it up I spot another tidbit to consider adding to the process. "Request for Proposal" is a gold mine of useful ideas for anyone who has to ask vendors to describe how they propose to satisfy a buyer's requirements.
(1) It clearly described the RFP process from start to finish - and RFP development is a process with a defined life cycle.
(2) The author goes well beyond the immediate objective of writing an RFP and managing the process by including thought-provoking material on post-award vendor management. This material sometimes escapes the RFP development team who is more focused on getting to the award milestone without thinking about the post-award ramifications.
(3) It's not boring - the writing is lively, and the material is presented at a fast pace. The pace, however, does not leave gaps. Every facet of the RFP process is covered in sufficient detail.
In addition to the above, the approach set forth in this book is consistent with best practices in RFP development. I especially like the copious checklists, the RFP roadmap, and the way illustrations are skillfully used to reinforce concepts and advice.
Note that the focus of this book is information technology and software acquisition. Some of the material is unique to those domains; however, the basic principles and RFP process can be used for virtually any type of RFP, from office services to purchasing furniture.
Overall, this is the one book I recommend for RFP development. If you are an IT professional, regardless of role, the chances are you will be involved in this process at some point in your career, making this book a valuable addition to your library. If you have recently been assigned to an RFP team you should get this book as soon as possible, and use it as your compass and blueprint if your organization does not already have a formal RFP process in place.