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). 

Registration/coffee will be from 9.30am with introductions from the chair at 10am. This seminar will end with a drinks reception. The full programme and timings will be announced soon.

Twitter #alpsprfp

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


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

The session will consist of case studies, panel discussions, and Q&As

Who should attend

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


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

Nancy Roberts photoNancy worked in publishing for over 20 years in a variety of production and operations roles, following on from the completion of her postgraduate publishing diploma at West Herts College. Until 2017 she was Global Operations Director, Academic, at Cambridge University Press. Nancy founded Business Inclusivity in 2017 to support publishers in thinking about how we can use diversity and inclusion to solve business problems and deliver a sustainable industry. Business Inclusivity is a social enterprise meaning profits are reinvested in the business to enable broader access to support. In May 2018 she also launched Umbrella, a data analytics platform currently in development, which will allow businesses to quantify diversity and inclusion and take concrete actions. As well as working on diversity and inclusion strategies, she also provides personal coaching and leadership development, and is Head of Technology and Content at Maverick. She has a PhD in Postcolonial Feminist Literary Theory and is currently an EMBA student at Cranfield University.


Catherine Harding-Wiltshire, Director of Operations, BMJ

Catherine Harding Wiltshire PictureCatherine is currently the Director of Operations for BMJ. She has worked in STM publishing for over 25 years in an operational and production capacity.  Catherine and her team promote an open and honest working relationship with vendors and believes that the relationship must be a partnership in order to achieve a positive outcome. 
Operations are pivotal to the success of any business from protecting the current business processes, looking at innovation and future proofing. Everyone in her team has a voice and she endorses them using it to resolve issues, remodel methods and formulate advancements in process. 

Mark Carden, Consultant and former EVP Sales at Ingenta

Mark Carden pictureMark is a Managing Consultant at Mosaic Search & Selection, providing executive recruitment services in the academic publishing sector.  He is also a sales management and publishing consultant, having held senior international sales leadership roles in the publishing and libraries sector for nearly 20 years, including as EVP Global Sales & Marketing at Publishing Technology (now Ingenta), and VP EMEA at Ingram, Innovative Interfaces and Dynix.  Previously, he worked in IT and project management, notably at Barclays and Accenture.  He is a frequent public speaker, and chairman of the annual Researcher to Reader Conference.

Simon Crump, Head of Supply Chain, Cambridge University Press
Andrew Copley, Sales Development Director, Clays
Rod Cookson, Managing Director, IWA Publishing

More speakers and programme to be announced soon

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, ,