These days, in an effort to clearly understand the parameters of a purchase, more and more customers are specifying, in fantastic detail, the functions that they want to have when they are done. In some ways, it's an intelligent defense against a swarm of marketers who appear to have no idea what they are talking about. In other ways, it's a move that paralyzes the industry by over specifying the known and leaving the unknown to chance. The sorts of pricing offered by Brass Ring (which ends up charging the customer more when they don't need the system) is a direct result of the creation of RFPs that ignore the implications of the Total Cost of Ownership.

We've decided to take a crack at standardizing an industry level RFP. We've begun a collection of the various packages issued by buyers in an attempt to create a single document that describes all of the functionality you could possibly buy.

So, if you have electronic copies of RFPs sitting around the office, please send them to us. When we're done, we won't mention any sources or company names, our near term goal is to simply provide a single source for RFP ideas that can be reused. We're betting that we can help the industry by creating a consolidated document. We'll send a free copy to anyone who sends us an RFP.

That said, we're pretty sure that the final document will describe a system that automates the past and prevents customers from moving into the future. Remember, this is the year that the labor shortage is going to really rear its ugly little head. That means that in addition to the core document, we'll try to outline the real requirements for a system that meets future needs in economical ways.

Thanks in advance to anyone who sends us a package.

John Sumser

Be Intelligent. Be Knowledgeable. Be Ready.

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