Transcript RFP: Creating a Win-Win Solution Through Effective

October 11, 2012
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Industry RFP Challenges
Panel Introductions
Panel Discussion
Table Discussion
Key Learning’s
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Dave Bode-VP Healthcare Solutions(DSC
Logistics)
Edward DeMartini-VP Bid Mgmt(Kuehne &
Nagel)
Dennis O’Hara-Director, Strategy &
Procurement (J&J)
Stefan Hofer-Director, Strategic
Sourcing(Abbott)
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Please write one of your industry RFP
challenges on the card at your table.
Use either the “Shipper” card or the “Service
Provider” card
Do not put your name on the card
The cards will be collected before the Panel
Discussion
These challenges will be used for a table
discussion at the end of our session
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What are your biggest RFP Challenges?
How do you use collaboration before and
during a RFP process?
What practice have you used that was highly
effective in the RFP Process?
What process do you use to determine which
service providers to invite to a RFI/RFP?
Outside of price, what decision criteria’s do
you use to select a service provider?
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What criteria do you use in deciding to
respond to a RFP?
What are your biggest RFP challenges?
What would you like to see changed in the
RFP Process?
How do you gain “tribal Knowledge” that is
not described in a RFP?
How do you get accurate data?
What do you need from the shipper to
develop the best solution?
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Topics Assigned to each table
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You will have 10 minutes to discuss
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Prepare Group answer
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Table leader to present to group
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Review as a Group