Call for tenders

An objective comparison to find the right provider.

Choosing a provider commits you for years. This engagement makes the choice methodical: we frame the need and the weighted criteria, consult several providers on the same basis, compare the offers on one grid, then recommend, with every point traceable to the offers. I have no provider to sell you, so the recommendation answers only to your criteria.

the outcome

The decision dossier

A choice you can defend, not a study that gathers dust in a drawer. What was asked, what was offered, why one candidate stands out. The dossier is handed over in a personal meeting.

digital made clear — MISSION REPORT Call for tenders for [your company] From need to a justified choice CONFIDENTIAL [date] · version 1.0 · Pierre-Yves Niederhauser
[your company] Call for tenders — 01 · FOREWORD What you have in hand This document traces the choice of a provider, fromneed to recommendation. It gathers what was asked,what was offered and why one candidate stands out.It is made to be presented and, if needed, justifiedbefore a third party.I have no provider to sell you: my sole function isto make the decision clear and traceable.Thanks to the candidates and to your teams. Pierre-Yves Niederhauser CONFIDENTIAL page 2
[your company] Call for tenders — 02 · THE NEED, FRAMED What you are buying Before consulting anyone, we lay out what you reallyneed: essential functions, constraints, budget,timeline. Nine weighted criteria, fixed with youbefore any offer arrives: this is what makes thecomparison unassailable. CRITERIONWEIGHT Functions×3 Total cost, 5 years×3 Swiss hosting×2 Support×2 Lead times×1 Nine criteria in all, five shown here. CONFIDENTIAL page 4
[your company] Call for tenders — 03 · THE CONSULTATION Who, and how Four providers consulted on the same scope, thesame timeline. For the auditions, a common script:each walks through the same real situation, in frontof you. We judge what they do, not what theypromise. AUDITION SCRIPT · THE SAME FOR ALL 09h00Welcome, framing 09h15Set case study, the same for all 10h00Prepared questions, no indulgence 10h30Your teams score on the spot CONFIDENTIAL page 7
[your company] Call for tenders — 04 · OFFERS COMPARED The same grid Scores out of 5. Selected candidate framed. CRITERIONWEIGHTABCD Functions×33542 Total cost, 5 years×33423 Swiss hosting×23531 Support×24242 Lead times×14133 RAW TOTAL / 2517171611 WEIGHTED TOTAL / 5533383124 With equal raw scores, the weighting decides: whatmatters most to you weighs the most. CONFIDENTIAL page 11
[your company] Call for tenders — 05 · THE RECOMMENDATION The advised choice On the weighted grid, candidate B comes first: bestfunctional coverage (offer B, p. 12), hosting inSwitzerland (p. 18), cost contained over five years(appendix C). Not the cheapest to buy, but thesafest over time.Every point links back to the grid and the offers.You remain the decision-maker. RECOMMENDATION Candidate B CONFIDENTIAL page 15
[your company] Call for tenders — 06 · NEGOTIATION SUPPORT Before you sign Four levers identified to negotiate from a positionof strength, before you commit your signature. 01MaintenanceThe price after two years, not year one (offer B, p. 21). 02ReversibilityGetting your data back if you ever switch. 03DeadlinesFirm milestones, with penalties attached. 04TrainingIncluded, and for how many people. CONFIDENTIAL page 18
[your company] Call for tenders — 07 · COST OVER TIME The true price Purchase, then operation accumulated over fiveyears: licences, maintenance, hosting, support. CANDIDATE5-YEAR TOTAL · KCHF A 210 B 185 C 230 D 240 PURCHASE OPERATION, 5 YEARS D, the cheapest at signature, is the most expensive at five years.The true price reads over time. CONFIDENTIAL page 21
01
Foreword Scope, method and tone of the report.
02
The need, framed What you are buying, and the weighted criteria.
03
The consultation Four providers, one scope, one script.
04
Offers compared A single grid, scored and weighted.
05
The recommendation The advised choice, traceable to the grid.
06
Negotiation support The levers to settle before signing.
07
Cost over time Purchase plus five years of operation.

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