Out here in Blogsville there is almost universal agreement that RFP's are a really flawed process with multiple reasons to be hated and should really be put to rest. And I'm right there behind them, couldn't agree more. But don't be fooled.

The reason for such unusual consensus is primarily because it's only the vendors who have blogs - our blog-phobic clients don't have a voice out here.

We're all preaching to the converted, venting our frustrations and often forget why RFP's actually exist. There's nothing worse than a one sided argument so here's some thoughts from the other side of the fence. For dramatic effect, I'll write this in the first person, putting myself in the client's shoes. Disclaimer: I don't necessary agree with what I am about to say but this is what I believe clients are thinking.

• I Actually Do Know What I Want, Thank You Very Much -  I'm sick of vendors telling me I don't know what I want. Goddamn their arrogance. I know my business and I know what my requirements are. If I hear one more vendor trying to convince me to engage with them with no fixed requirements, no budget, no documentation (I think they called it Agile or something) I'll scream. My RFP describes business requirements that I am asking prospective vendors to help me realise. I don't know what the software solution is but I do know my business.
• All My Requirements Are Important - I sometimes get vendors saying they can't guarantee realising all my requirements for a fixed price - instead they recommend we engage in relationship of trust where we agree to prioritise my requirements and implement as many as possible within a budget (is this that Agile thing again?). Like I said in the point above - I know my business requirements, they are all top priority that's why they are in the RFP. Wake up and smell the coffee guys - there are plenty of other vendors who can guarantee realising all my requirements for a fixed price.
• I Want the Best Price - while price is not everything I certainly don't want to be paying too much. By asking for bids from a number of vendors I can more effectively gauge what the real cost of the project will be. I am also hoping that vendors will be motivated to keep their bids as low as possible to win the work.
• Easier to Compare Bids - when my RFP defines a fixed scope I know I am comparing apples with apples. I can gauge non-price qualities of the vendors separately but at least I can compare how efficient a vendor is in realising my requirements.
• I Love Waterfalls - I often hear vendors talk in condescending tones about the perils of waterfall projects. Well I just don't get it.That's what I love about RFP's. I get to perform a thorough analysis of my business requirements, document them in non-ambiguous terms and ask vendors to estimate the work involved in achieving them. What could be simpler? I'm not specifying how the requirements should be realised - that's the job of the vendor and that's where I am looking for the vendor to add value. I wouldn't go out to tender for a builder without house plans and I'm not doing it for my software projects either.
• I Have A Budget - I have to know the price before I engage a client because I have to work within a budget. I can't expect vendors to give me a fixed price without supplying them with as much detail as possible.

Perhaps it all depends on which side of the fence you sit on.