4-1

.

Chapter 4Chapter 4

Business Business Research Research

Requests and Requests and ProposalsProposals

4-2

Learning Objectives

• The purpose of the request for proposal and the research proposal; how each is used

• The variations on each and their contents

• The processes for evaluating the quality of proposals

4-3

Exhibit 4-1 The Research Proposal Process

4-4

Exhibit 4-1 The Research Proposal Process: Using a Research Supplier

4-5

Benefits of the RFP

Provide monitoring

device

Provide monitoring

device

Provide control function

Provide control function

RFPsRFPs

Provideevaluation opportunity

Provideevaluation opportunity

Formalizeresearch procurement

process

Establish performance expectations

4-6

Unethical Uses of RFPs

• Help sponsor plan project budget

• Gather cost estimates and design ideas for in-house projects

• Create impression of competitive bid for sole-source project

4-7

Activities in the RFP Process

Qualify potential vendorsQualify potential vendors

Write and distribute RFPWrite and distribute RFP

Answer supplier questionsAnswer supplier questions

Evaluate submissionsEvaluate submissions

Provide critique to all suppliers Provide critique to all suppliers

Award contracts and startAward contracts and start

4-8

RFP Components

Proposal administration information

Proposal administration information

Summary statement of problemSummary statement of problem

Technical sectionTechnical section

Management sectionManagement section

Pricing sectionPricing section

Contracts and license sectionContracts and license section

4-9

Pricing Section

• Services• Data collection• Data analysis• Client meetings• Travel• Respondent survey

incentives• Mail costs• Telephone costs• Design meetings

• Facilities/ Equipment• Pilot tests• Report preparations• Computer models• Project management• Questionnaire/

reproduction costs• Labor• Deliverables

4-10

RFP Elements

Services and support

Services and support

Cost proposalCost proposalRFP

ElementsRFP

Elements

BackgroundBackground

Vendor information

Proposed solution

Instructions to bidders

4-11

Exhibit 4-2 Qualifying Research Suppliers

Research Supplier/ Staff• Experience and industry

status• Code of ethical

performance• Skill and experience

– Project management– Research skills– Business knowledge

Compatibility/ Desirability Supplier Facilities/ Procedures

• Project management system

• Contractual arrangements• Complaint handling

procedures• Quality assurance• Facilities• Reporting procedures

4-12

Exhibit 4-1: The Research Proposal Process:Doing the Project Internally

4-13

The Research Proposal

Purpose

Present management question

Propose necessary data

Suggest data collection

and analysis

Discuss research

efforts

4-14

Exhibit 4-3Proposal Development

4-15

Exhibit 4-4Proposal Complexity

4-16

Structuring the Research Proposal

• Executive Summary• Problem Statement• Research Objectives• Literature Review• Importance/ Benefits

of Study• Research Design• Data Analysis• Nature/Form

• Research Qualifications

• Budget• Schedule• Facilities• Project Management• Bibliography• Appendices

4-17

Researcher Qualifications

Relevant ManagementExperience

Professional Research

Competence

4-18

Budgeting for Samples

Scientific Telephone Samples (STS) provides random dial, listed, and business samples for telephone and online surveys

4-19

Exhibit 4-6 Sample Proposed Budget

4-20

Exhibit 4-7 CPM Schedule

4-21

Look before you leap

Source: Cooper R. D. & Schindler, S. P.

(2006). Business Research Methods

9e. McGraw.Hill