文档介绍：Chapter 2 Needs Identification
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Learning Objectives
Project life cycle
identifying needs
proposing a solution
performing the project
terminating the project
Focus on needs identification
Identify needs and select projects
Develop RFPs
The proposal solicitation process
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Real-World Example
Verizon Information Services
RFP to find ad agency to handle Yellow Pages business
$30-$50 million
Issued RFP to 15 panies
Proposals due back in a month
Narrowed down the field to a smaller group
Further meetings and “pitches” one month later
Have done RFPs for other things, too
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Real-World Example
National Security Agency – Ft. Meade, MD
RFP to outsource non-mission-critical IT infrastructure
Example: 68 separate e-mail systems!
Director had puters; could not talk to each other
Called Project Groundbreaker
PC installation, maintenance & support
E-mail work operation, maintenance & administration
Help desks; munications support
Projected 10-year, $5 billion effort
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Real-World Example (Cont.)
Won puter Sciences Corporation
Awarded 1 August 2001
10 year, $2 billion
Made of a team called the Eagle Alliance
General Dynamics, Keane Federal Systems, Omen Inc., ACS Defense, BTG, CACI, TRW, Windmere, Fiber Plus, Verizon and munications
Recognize a need, problem, or opportunity
Clearly define the problem or need
Quantify the problem
Determine the budget
Prepare a request for proposal
Select the project(s) with the greatest benefit for the cost expended
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Identifying Needs, Problems, or Opportunities
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Preparing a Request for Proposal
State, comprehensively and in detail, what is required, from the customer’s point of view
Enable contractors or a project team to understand what the customer expects so that they can prepare a thorough proposal
The need may municated informally—and sometimes only orally
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Preparing a Request for Proposal (Cont.)
Guidelines for drafting a formal RFP to external contractors:
statement of work (SOW)
customer requirements
deliverables
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