Professional Documents
Culture Documents
Simon Levin
CEO, The Skills Connection
The Skills Connection
Analysts,
Ease of Access
Experts
Trust
Vendors
Media
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Gartner TSP
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Datamonitor
Exposure
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Forrester
Determination of characteristics and quality of required item Guidance in the development and/or review of RFI and RFP
documentation
Specification of characteristics and quality of required item
Search for and qualification of potential suppliers • Reference to research such as Gartner’s Magic Quadrant, Forrester
Wave, Everest Peak Matrix, HfS Blueprint
Acquisition and analysis of proposals
• Buyers request research customization to refine a shortlist of
suppliers to consider
Evaluation of proposals and supplier selection Inquiries to review and validate a buyers final shortlist to help
determine whether any factors have been missed and to obtain
Validation of supplier selection
insights into any issues, known by the analyst, that may be of
significance in the scoring
Webinars Events
Primary Secondary
End users
research sources
Suppliers
1.PRICE
2.PLACE
3.PROMOTION
4.PRODUCT
• WHY
• HOW
• HOW MUCH
• WHO
• WHERE
• WHEN
..and critically your TRUE differentiated value proposition
Consistent reinforcement
2
Relevance and ease of
Clarity of vision
understanding
0
Completeness of
Clarity of reasoning
response
Simon Levin
CEO, The Skills Connection