Thursday 31 October 2019

The rise of the RFP: How to embrace and get the most out of your RFP processes

Venue: Arundel House, 6 Temple Place, London, WC2R 2PG (map). 

Chair: Nancy Roberts, Director, Business Inclusivity and Founder & CEO, Umbrella

Twitter #alpsprfp


As the publishing landscape evolves, so too does the range of suppliers and partners with whom scholarly publishers need to work. RFPs are becoming an increasingly important part of the activities of all publishers, large and small, and generally represent a significant investment which should be well managed. In this session we’ll examine the various ways in which sourcing decisions can be made, with views from both purchasers and vendor. The aim of the day will be to provide comprehensive, practical support to help attendees choose the right process, and the right partner, for their particular needs.

This session will cover:

  • Understanding the terminology: RFPs, RFQs and RFIs, CFBs, IFBs – what do they all mean and what are the differences?
  • What selection criteria should be applied to choose one of these processes to follow?
  • When is a full RFP a good idea, and when is it overkill?
  • What work should be undertaken in preparation for an RFP? Data collection, success criteria, goals, who to involve and when
  • How to ensure you have internal buy in for the purchasing decision.
  • What governance/decision making process should you follow?
  • How to structure the RFP process to support both buyers and sellers
  • Inhouse or outsource? Should you run your RFP process yourself, or should you seek expertise from a consultant? How do you decide?
  • How to measure responses fairly
  • Negotiation – when and how; tools for negotiation planning; negotiations strategies 101


Speaker Biographies

09:30 Registration and coffee  
10:00 Introductions and overview of terminology
Chair: Nancy Roberts, Director Business Inclusivity and Founder & CEO, Umbrella
Nancy Roberts picture
 10:30 Case Study: BMJ
Catherine Harding-Wiltshire, Director of Operations, BMJ
 Catherine Harding Wiltshire Picture
 11:15 Tea and coffee  
 11:30 Fireside chat: Clays/Cambridge University Press RFP process
Simon Crump, Head of Supply Chain, Cambridge University Press
Andrew Copley, Sales Development Director, Clays
12:15 tbc  
13:00 Lunch  
14:00 What a supplier actually does when they get an RFP
Mark Carden,
Consultant and former EVP Sales at Ingenta
Requests for proposal are often prepared with little regard to motivations, behaviours and capabilities of potential suppliers. Buyers seem to assume that all potential suppliers are standing by, ready, willing and able to answer their questions, and that suppliers will always wish to create the best possible proposal, at the lowest possible price. Yet the number, quality and usefulness of proposals that the supplier will receive depends hugely on the way that the supplier perceives the RFP, their desire to respond & win, and (frequently) their ability to guess what the prospective customer wants and can afford. This presentation will give an insider's view of the RFP response process, from someone who has led the completion of over 100 proposals to publishers and librarians while working within several suppliers, as well as guiding numerous buyers while working as consultant.
 Mark Carden picture
14:45 Working with your Suppliers to maximise the RFP Process
Alan Croston,
Business Manager at Virtusales
With all the work that is involved when embarking on the RFP process, it is vital that the end result is the best possible solution for your organisation. Getting that right can be challenging. As a vendor that has responded to a wide range RFPs, Virtusales is uniquely positioned to offer insight into what we believe are RFPs that produce the best results and how publishers can ensure they get the information they really need.
15:30 Tea and coffee  
15:45 tbc  
16:15 Panel Q&A
Informal discussion and the chance for delegates to ask any specific questions
16:45 Summary of the day
Chair: Nancy Roberts, 
Director Business Inclusivity and Founder & CEO, Umbrella
17:00 Drinks and networking  

Also speaking: Rod Cookson, Managing Director, IWA Publishing
*Times are subject to change

Who should attend

Heads of house, publishers, technology staff, product managers, project managers, editorial staff, marketing staff, product development staff, production staff.

Booking and registration - Early bird rates for members - Book by 31 July 2019*

Not an ALPSP member?  Want to take advantage of the reduced member rates? Click here to find out how your organization can join ALPSP

ALPSP Members early bird £215.00 + VAT per person 
ALPSP members full price £239.00 + VAT per person
Non-Member £397.00 + VAT per person
Academic rates available upon request

How to book
Please note that you will need to log in to your account or register a new account to book a place on this course. If you have any questions about this, please email Melissa Marshall or any of the ALPSP team.

*In order to take advantage of the early bird discount for ALPSP members, you must (i) make a booking by 31 July 2019 and (ii) be an ALPSP member on the date of the event. In the event that you cancel your membership prior to the event, you agree to pay ALPSP the difference between the discounted price and the full price for the event.”

Any discounts will be applied at checkout.


Upcoming Dates for this event

  • Thu 31 Oct 2019
  • Thu 31 Oct 2019
  • Arundel House, ,