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Access "RFPs create savings"

Mike Drapeau Published: 17 Oct 2012

Many storage managers view requests for proposals (RFPs) as a magic wand that can be waved over a procurement to ensure that it's fair and will result in the best technology solution at the lowest possible cost. Yet a recent survey of IT managers and executives by Equation Research, Pleasantville, NY, revealed that only 39% of organizations used RFPs; of the total surveyed, 48% shopped storage to multiple vendors without a formal RFP process and a surprisingly high number (28%) acknowledged that most storage technology was purchased via sole source negotiation. And those organizations that use an RFP for major storage acquisitions often stumble because they lack a solid RFP process. Compounding the problem, internal staff typically lacks the hands-on experience to perform due diligence for an RFP. So organizations end up buying storage technology based on a rationale not much different than what would have existed without the RFP. Too often the well-intentioned goal of using an RFP is undermined by cagey vendors, overworked staffs and internal partisan ... Access >>>

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