Cheyenne Kavanagh here from SR Teleperformance(www.teleperformance.com)
Hmmm... that's hard one.
I guess just in response to your querie, and to give you a bit of feedback from my own personal experience (in... say in the last 6 mths or so), I'll give you the lowdown in reference to a tender process and RFP (that I am currently awaiting a response for) for THE biggest company in Australia --- a company called 'TELSTRA'. They specialise in Telecommunications - both Residential and Corporate, and are half owned by the Australian Government.
A few examples of the protocols and expectations we had to endure through, or at least 'consider':
- A vibrant and stimulating approach to Equal Opportunity Employment -
in disregard to past legislations towards the 'mentally challenged', for
- Local and Global Experience through Case Studies and Referees.
- Creativity and Exclusivity through unique methodologies and models...
E.g. SR Teleperformance provides CVM = 'Customer Value Management' - an
elaboration of CRM. (By the way, we're not a CRM system provider, but
rather a global network of call centre's who provide CRM solutions on
the human aspect of things... Just to clarify:))
- Annual Financial Reports - For all subsidiaries of our institution globally.
- Objectives and personal goals of the institution, within the next 5 years.
- Enviromental Consideration (which I thought was rather picky of 'em, but
interesting in the Evaluation and the Brief, all the same... hmmmm...;))
For Example: 1.Whether or not our Customer Service Representatives used paper
cups in the staff kitchens or polystirene cups, 2. Whether or not we turned
the lights off after hours, 3. whether or not we were polluting the
environment in any shape or form with other campaigns or fulfillment...
AND 4. the proposal had to be printed on 100% 'Recycled Paper'.
I guess in conclusion Bob, there is no black and white way about getting onto a preferred supplier list as such, besides keeping alert and flexible, as well as patient, and most of all keeping with the flow of things - It's a little difficult to explain what I mean.
Just a little pro-activity and re-search, and finding out 'what the client really wants' before being creative might be a better way of explaining it.
Talk to others in the league, network and get the inside view. That's the best answer I can give in the matter at hand Im afraid, as I'm guessing TELSTRA's wants and needs, for example, will most probably change 5 years from now, and I'll have to pour the same amount of blood, sweat and tears in to another proposal for TELSTRA, or for any other insititution of the same calibar as I did initially... because each is different. Technique and Formulae do not apply.
If you have any feedback, email me, and expect a prompt reply.
Cheyenne D. Kavanagh