Municipal Government – How to Increase Request For Proposal(RFP) Responses

Municipalities know that a competitive procurement process is integral to ensuring the products and services they purchase offer the best value for the public. It’s well-known that the process for procuring consulting and professional services, differs from the process for purchasing goods because, among other differences, it is more difficult to compare the responses received in the two scenarios. That’s why it’s first and foremost imperative that care is given to the design of the Request For Proposal (RFP) or solicitation document itself, before it is posted. There are two approaches in particular that I’ve noticed being used to develop RFPs or solicitation documents.

On the one hand, I’ve witnessed municipalities that simply ask another municipality for a copy of the RFP they used for a similar project, and then they copy and paste their municipal information into the RFP without really reading the clauses and ensuring that they apply to their own situation. While there is nothing inherently wrong with using someone else’s RFP template to ensure you’ve touched on all the criteria you want in it, what worked for municipality “A” most likely will not be identical to what municipality “B” needs. If the wording is incorrect in the solicitation document and you award the work based on that wording, you’ve incurred risk and you may be stuck with the results.

Alternatively, I’ve also witnessed that in their quest to develop thorough solicitation documents, municipalities end up creating a document that is so lengthy and cumbersome that they are inadvertently eliminating some experienced and knowledgeable consultants and professionals from being able to respond, and driving up the price quotes of the ones who do respond, as a result. It takes time to fill out a lengthy RFP and the costs for doing so will no doubt be added into the quote.

Here are some tips that may help you find a happy medium between these two extremes and increase the number and quality of the responses you receive.

Reduce the length of your RFP whenever possible

More and more consultants I’ve spoken to report that they no longer respond to RFP documents that are too long and cumbersome. It simply takes too much time and time is money to them. I could almost guarantee that you will receive more responses and ultimately more competitive quotes by simply reducing your document and posting it on correctly targeted platforms.

Only include the criteria you need in the RFP

Be sure to carefully examine the scope of your project and include only those criteria you absolutely need to meet your needs, because more is not always better. If you have too many requirements that are not absolutely critical to the success of your project, you may be missing an opportunity to work with smaller firms and/or highly experienced professionals, simply because they cannot possibly meet all the criteria. This results in limiting the responses you will receive and you may end up paying more for the work.

Provide enough time for responses

Responders need a reasonable amount of time to fill out a RFP and ensure they can meet the criteria. Thirty (30) days is considered to be an acceptable standard and is a reasonable amount of time to allow for responding to a services RFP.

Include opportunities for responders to add alternative solutions

Give responders some opportunity to apply a creative solution or alternatives in your RFP. If the RFP is too rigid you could be missing out on other solutions you were not even aware of, but they can still meet your needs and provide potential cost savings or efficiencies to boot.

So how do you know your solicitation document will appeal to potential bidders yet still mitigate risks for the municipality? If you do not have trained procurement personnel in house, you may want to consider outsourcing the RFP development, and in some cases the entire RFP process itself, to a RFP project manager. There are costs for doing so, but given the increased legal challenges municipalities are now facing on the manner in which contracts are awarded, the cost of a legal challenge will be much greater than paying for an expert to do it right in the first place. You can find some of these experts on muniSERV.ca.

Finally, to increase the number and quality of the responses you receive, make sure you post your final document on as many sites as possible that target the service providers you’re trying to reach, including muniSERV.ca. Doing so will ensure you’re reaching as many potential bidders as possible.

Remember, whenever a prospective bidder decides not to bid, it’s your loss!

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How are you using Social Media in your Municipality?

I recently took part in a webinar on the usage of social media by local governments, provided by GovLoop. The organization is based out of the U.S. and the statistics are those of American local governments, but I have a feeling that the statistics on the lack of, and the decline in social media usage by Canadian municipalities, are most likely similar.

The reason I think this is true here in Canada, is because I like to follow our muniSERV municipal members via their social media channels, but I often find no mention of social media on their sites. Now perhaps they don’t post the links to their social media platforms on their websites, which would be most unfortunate in itself, but those municipalities that do not use social media, or those that have decided to claw back their use of it for whatever reason, are missing out on some of the amazing potential it has to offer.

Let’s start at the beginning with a quick description of social media.

Social media describes the online technologies and practices that people use to share opinions, insights, experiences, and perspectives. Social media can take many different forms, including text, images, audio, and video.[1]

Social Media provides new and promising ways for governments to communicate the value they provide their constituents. It offers cities/towns a way to create additional value by providing more targeted, useful, information and opportunities for additional discussion.[2]

Municipalities are often skeptical about the usefulness of social media. However, the number one reason social media has not taken off, or is in decline according to GovLoop, is really all about the money for governments.

Believe me, I understand first-hand the budgetary constraints municipalities face, but I think even a small amount of your annual budget allocated to social media would go a long way to shed new light on your municipality as a forward-thinking innovative organization that wants to find efficient ways to inform and engage its citizens and stakeholders.

While not an exhaustive list by any means, here are just a few of the items I could quickly and easily identify to make the case for why municipalities should be adopting and/or expanding their use of social media.

  • It’s an inexpensive channel for Public Relations – social media platforms themselves are free.
  • It’s a direct and instant line of communication with and to your citizens
  • It increases accountability and promotes transparency
  • It encourages participation – it’s a public forum to facilitate discussions, feedback
  • It’s a way to reach younger audiences who are social media savvy – maybe you’ll get some of them engaged in the upcoming elections?
  • Governments need to be the creators of their own news and social media gets this news to your citizens. This is particularly important in municipalities where there is no media or coverage of Council meetings or where you have a number of non-residents.
  • It aids in recruitment initiatives
  • It’s a way to broadcast and promote events, ceremonies, awards etc. – citizens need to hear the good news too
  • It’s a great way to promote economic development in your municipality – showcase how modern and innovative your municipality is

Although social media is generally free to use in its basic state, the one caveat is that it can be time-consuming and the time it will take to do it well, must be considered. A strategically planned and well-managed social media program however, can reduce the amount of time it takes and help find efficiencies that will assist municipalities with managing their social media platforms. Here are some tips that may help.

1. Don’t be overly ambitious with the number of social media platforms you use. Pick a few that work best for your municipality and do them well. (i.e. Facebook is great for public forums but maybe Twitter is better for announcing events, or information from Council meetings in your municipality)

2. According to GovLoop, Facebook only reaches approximately 10% of your followers but email reaches 100%. So, since email is still the most popular form of social media for municipalities, make your email lists and your newsletters the priority then, and use your Facebook page to raise awareness of your lists to encourage citizens to sign up for them.

3. If community engagement is your key purpose for social media, improve that engagement by first, prioritizing your key issues and then start asking your followers real questions you want to truly hear their comments on. Don’t forget to acknowledge their input – good or bad or they won’t engage again.

4. To alleviate the pressure on one person alone being responsible for designing all the posts, ask your department heads to submit an article or topic, in rotation. Municipalities are busy places and every department in your municipality has something going on that they need to report.

5. Try some fun things too. It’s a fact that videos receive the most engagement on social media, so consider creating a You Tube video or a series of videos like, “A day in the life of a Building Inspector”, etc., to educate your citizens on the work that goes on in the municipality. Aside from educating the public, it could double as a fun team-building exercise for your employees. They’ll take pride in showcasing the work of their department and in their involvement in the creation of the video itself.

6. It’s ok to create content once, but post it everywhere on all your social media platforms, as part of your public relations program. If you use Twitter as one of your platforms, don’t forget too, that it’s ok to repeat your tweets on Twitter because not everyone sees them at the same time.

7. Consider using HootSuite or another social media management program to help you organize and automate your postings. You can create the content when you have time and simply schedule it to be posted on a certain day and time.

8. Consider calling in a social media expert to help you get your social media program set up. Their expertise will save you time and money pulling the initial strategy together, developing work plans, drafting policies, promoting your social media to the public, etc. You can find some of these experts on muniSERV.ca

Once your program is developed, in-house staff can manage it. But remember, it’s not ok to simply add the responsibility for managing social media to the “new kid’s” workload, simply because no one else has time to do it. To do it properly, it really does takes a trained and dedicated social media or communications specialist – so be sure whoever you give the responsibility to, that the individual understands the importance of social media and is properly trained. 

Social media for local government is a big topic and there just isn’t enough space in one post to cover it all. So, stay tuned. As I find more tools and tips that can help municipalities with their social media programs, I’ll be sure to pass them on.

Susan Shannon

Principal, muniSER.ca

www.muniSERV.ca

[email protected]

855.477.5095

 

[1] Centricity 360 SlideShare presentation – Richard Bolton

[2] Ref. Fels Social Media for Local Government

 

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17th Annual Customer Service Conference May 27th & 28th

CSPN Logo FullCustomer service Professionals Network (mycspn.com) is pleased to announce that Customer service leaders from municipalities, various levels of government, and corporations are getting together on May 27-28, 2014 at the beautiful OLD Mill in Toronto to share stories on how to create a great customer experience.

Getting insights from persons who work in various industries has proven to be a great approach in uncovering ideas that you can borrow and incorporate in your organization. No need to spend hours searching the website for answers when you can meet someone next to you who may already have conquered the issues you are trying to resolve.

If you are seeking answers to:

  • Enhancing customer experience at the Town of Newmarket
  • Drivers to employee engagement
  • Remote agents anyone?
  • Role of ethics in your workday
  • Coaching vs  Mentoring – which is best?
  • Cloud contact Centres – impact on customer satisfaction
  • Voice of the customer to lead transformation
  • Operationalizing customer input
  • Creating great customer experiences – regardless of your industry
  • Creating Respectful Workplaces -increase service and employee satisfaction
  • Changing traditional thinking to transform your service
  • Service Ontario journey to service centricity

20 leading industry speakers, vendor expo, panel discussion, Keynote speaker -Christine Magee, 50 answers in 50 minutes and wine and cheese networking event are some of the other activities you will enjoy.

I promise you, that you will be glad you came. Hope to see you there.

For information please visit:

www.amazeyourcustomer.com

email: [email protected]    905-477-5544

Customer Service Conference

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Announcing muniSERV’s Partnership with the Ontario Municipal Human Resources Association!

OMHRA is the premier professional association representing human resources, labour relations, and senior management professionals employed within the local public sector in Ontario.  muniSERV’s recent partnership with OMHRA instantly expands our municipal reach to OMHRA’s almost 200 municipalities with an employee base of more that 85,000!  Great news for muniSERV’s professional members!  

Partnerships are about mutual benefits though, so OMHRA members who use muniSERV to search for services and post their RFPs for free, immediately enhance their ability to quickly and easily find the consultants and other professional services they need, broaden their ability to attract more responses – and ultimately more competitive quotes.

The muniSERV/OMHRA partnership is a win-win!  A warm welcome to OMHRA and all its members! 

Susan Shannon

Principal, muniSERV.ca

muniSERV

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