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Checklist for customer site visits

A site visit, if the customer allows one, is a huge opportunity to gather information beyond what will be in the RFP

Tips for Site Visits:

  • Just remember that anything you say or do will be observed by your competitors.
  • The site visit should be attended by as many people as are allowed by the customer.
  • Get answers to as many of the Readiness Review questions as possible.

The following checklist can help you get the most out of your site visits:

See also:
Pre-rfp pursuit

Gather Intelligence About The Customer

❏   Learn things that they won’t put in writing in the RFP like what their goals or preferences are.
❏   Try to identify who is participating in the procurement and in particular, who will be participating in the evaluation.

Gather Intelligence About The Opportunity
❏   Count staff, including both Government and contractor, to help clarify the scope and pricing.
❏   Inventory which equipment is furnished by the contractor and which is furnished by the customer.
❏   Examine documents such as procedures manuals, standards, and policy documents.  Request copies of any that look useful.
❏   Come prepared with technical scope questions.  You may get different answers in person than in writing.

Gather Intelligence About The Competitive Environment
❏   Examine the sign-in sheet to discover who your competitors are.
❏   Request a “Bidders List” or copy of the sign-in sheet.
❏   Find out who intends to bid as a prime contractor and who intends to bid as a subcontractor, while either broadcasting, hiding, or misleading about your own intentions.

Influence The Solicitation
❏   Come prepared to make suggestions and influence the solicitation.
❏   Introduce your key staff to the customer face to face.
❏   Be helpful to the customer.
❏   Reinforce how you want to position your company in your customer’s eyes.
 

Return to the Topic Hub for Pre RFP Pursuit, or return to the Starting Point for Discovering What It Will Take To Win.


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