The Request for Proposal (RFP) - Time for an updated approach?

I'm not sure if it is just me, but does it look as if there is only one RFP (or tender as we call it in the UK) being recycled? This is not necessarily a bad thing, as we now have a nice collection of standard responses, but I can't help think that this is all missing the point.

My understanding of a RFP, is to identify vendors who can help improve a particular situation. In our case that situation is usually the need for better management of physical records. So why does the writer of the RFP usually list a series of features from their existing software, and ask if we can do these things, usually with a simple Yes/No response?

A few years ago, I saw this approach demonstrated while working with a City Record Center. After answering Yes to all the questions, I got invited to meet their RFP team, many of who did not work in the record center. They provided me with their current workflow, line by line, and asked me to show how we could do all the things their current software did. Of course, I could have done that but I preferred to ask why? Their purchasing manager said it was because he wanted to compare systems. I then decided to explain all the bottle-necks in their current workflow and how our software would avoid those costly mistakes, but he said that he couldn't let me continue to do that. I am still amazed by that response and told him that, if he was happy with the current approach, why not simply stick with the software they already have! Guess what... they did.

The problem with their approach was the classic "you don't know what you don't know", so a feature to feature comparison was not going to achieve their goal. A different approach was called for.

I would really like to see RFP's written that have:

an overview of the current situation (what is being carried out today);
explains the areas of concern (which is why an RFP is being written);
explains the features that they would like to retain (and why); and
provides an opportunity to present new methods and ideas.

The City, in my earlier example, is in finacial difficulty today, still uses the same software and are still absorbing the costs of those inefficiencies. My conservative calculation showed a 2-year ROI on the project, based on the known savings. That was more than 4 years ago.

It's amazing what a different approach to their RFP back then could have had on the City budget today!
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Long Live the Fisherman

Last Friday and earlier this week, I met with two of my favourite consultants in the record storage industry. I use the term favourites lightly as I consider them both friends and mentors first. These are two people with whom I can talk about the industry challenges and what they think the future holds. I always learn a lot and this time was no different. It was very interesting to hear both of their observations and for me to see similarities in what they were saying. So what was the message?

On Friday, it was lunch with Cary McGovern (a.k.a The Fileman). Cary has the most experience of any sales consultant in the industry. He has a tried and tested method that gets results. It takes discipline and dedication but as Cary say: "It just works!" So what's the problem? Well, over many years of training it is hard to find sales people who grasp the concepts and run with them. Now this isn't a 200 page procedure manual that you have to digest. Just a few simple concepts. How hard can it be?

On Tuesday, I met with Tom Adams, who gets involved much earlier in the sales cycle. Tom focuses on lead generation and strategic marketing. His methods are constantly evolving, especially as one of his roles ensures you stay ahead in the never ending battle of search engine rankings. Tom told me the story of one company who, after just 6 weeks with a new optimised website, received over 35 new business leads. Very cool indeed. Then he tells me the story of the company that not only wants leads, but can you qualify them and if you could close the sale while you are at it, that would be jolly nice too!

I think Tom summed it up best when he said; "Only a few years ago people wanted us to teach them how to fish. Now they just want us to give them the fish."

What does all this mean to you? It means people are so busy with their core competencies, that they want people to solve their other problems for them, and with professional help, and the grasp of a few simple sales concepts, this is a perfect sales opportunity.

I really came away from chatting with them both feeling that you can use this timing to your advantage. Firstly, if you work with professionals like Tom to generate your leads, using modern techniques available to you, you get more leads at a lower cost. How many cold calls would it take to generate 35 solid sales leads? Next, take the time to learn tried and true sales techniques from veterans like Cary.

Train your sales people, then identify your customers problems. It is just a simple next step to give them the what they want... the fish!

Long live the fisherman.

Motorola Loyalty Promotion coming to an end...

Just as I was able to announce that we have secured the promotion for our European customers, I have to announce that the current Americas & Asia promotion ends on Monday.

For those who have not yet taken advantage, the Motorola/O'Neil loyalty promotion has allowed us to provide over $50,000 in discounts, upgrades, accessories, training and warranties. This is a great opportunity to utilise our RSMobile software on the most rugged mobile device available - the MC909x range from Motorola.

I am, of course, pushing hard for an extension but Motorola is a big organisation and there is a lot of paperwork to submit. I'm working on it. I'm hopeful, but I can't guarantee it.

With the PDT3100 end of life just over 16 months away, planning your move to RSMobile and the MC909x devices is a great strategic move, and with this offer in place there has never been a better time than now.

A Single Login for our Website and User Forum

Software integration is a necessary step today to make the user experience easier. We understand that with RS-SQL and we definitely understand it where our website content is concerned. I am sure you have noticed that over the last few months we have been working to make our website simple to navigate and easy to use. The latest change to meet that goal comes in the form of a unified login for the website and for the User Forum.

By tying the two products together, we can provide website content specifically for registered users and give you access to the forum, all with a single username & password. We are also hoping to add a third product offering in the coming months, which will also benefit from this unified login approach.

If you already have an O'Neil Software User Forum username & password, you can try it out: Login or, if you are an existing customer, you can register for a logon by clicking on the REGISTER button found on our home page at www.oneilsoft.com

Don't forget to update your bookmark to the user forum to http://www.oneilsoft.com/user-forum/

Windows Mobile is Dead?... I don't think so!

There is always something interesting published in various industry magazines and I read as many as I can. Every now and then you see a gem of knowledge but you can also see some absolute nonsense make it into print. Reading the technology section of Business Week online this morning, I saw an example of the latter.

In this article Jack Gold, the founder and principal analyst at J.Gold Associates, predicts the end of Windows Mobile in two years. So as not to misquote him, his exact words are "I expect Microsoft to ... exit the mobile operating system market within the next two years." Is he serious?

I agree that the iPhone has gained the consumer interest, but have you seen any being used in Walmart, Target, or in any of the other industrial applications where WinMo reigns supreme? I think Jack's vision is clouded by the phone market and he clearly has no comprehension of how many industrial devices use this platform. In fact, Microsoft has a clear commitment to WinMo and has already announced Windows Mobile 6.5 and there is already a lot of information coming available about Windows Mobile 7 & 8.

Windows Mobile has a long and, I think, successful future ahead of it. Let's check back with Jack in a couple of years and see if his prediction comes true, but I won't be betting on it.

Motorola/O'Neil Customer Loyalty Promotion now available in Europe

Back in March I was able to announce the Motorola and O’Neil Software Customer Loyalty Program, which had been in the negotiation stage for quite some time. The program is our way of continuing to move beyond a simple customer/supplier relationship by negotiating directly with Motorola on your behalf and now I am delighted to announce that we have been able to complete negotiations in Europe.

In the current economic climate it is increasingly important that you are able to utilize cutting-edge software, such as our RSMobile solution, to maximize your cost savings, but this comes at a price as you need RSMobile capable devices. Using our status as Motorola's leading Business Solution Partner in the commercial record management market, we have been able to create a significant loyalty scheme with Motorola for the Americas, Asia and now the European regions.

So how does this work?

When making a purchase of an MC909x mobile computer, you will be instantly rewarded with loyalty points. These points are not dependent on future purchases, so can be applied immediately to that particular purchase or to other Motorola products, such as extended warranties or wireless access points.

Through our Customer Loyalty Promotion, you can continue to enjoy the benefits of our reliable, rugged, cutting edge mobile devices and capitalize on big savings. There are hundreds of dollars of loyalty points for every MC909x purchase, so don't delay. Speak with your account manager today and learn how you benefit from this unique promotion before it expires.

2010 Strategic Partner Conference Dates - April 21 to April 23

One of the most fun things we get to do every 18 months at O'Neil Software, is to organize and attend our Strategic Partner Conference. The planning takes some effort but it is definitely worth the effort as we create a unique industry networking experience.

We do this because we recognized that many "user conferences" are nothing more than training classes or thinly veiled sales pitches for products. The O'Neil User Group (known as our Strategic Partners) told us that they wanted... no, expected more.

If you haven't attended a previous event, mark your calendar and get ready to get involved. That's right, at an O'Neil Strategic Partner Conference getting involved is all part of the fun. From participating as a speaker to competing in the record center challenge, you can chose your level of involvement, but the most important is networking with all the other participants.

So is it worth attending? Don't take my word for it, just take a look at the 2008 post-conference survey results, which really said it all:

• 97% of attendees voted the conference as excellent or very good
• 90% found the networking to be good, very good or excellent
• 95% said the knowledge gained was very good or excellent
• 100% said they increased their knowledge by the end of the show
• 100% said they would use the information gained

You can read more about each of the conferences at: http://www.oneilsoft.com/news-portal/conference-news and don't forget to book early. Registration will open shortly and typically spaces have sold quickly.