Let’s Put Bush and Kerry Through the RFP Process
David M. Brudney, ISHC, a nationally recognized spokesman for hotels and a veteran with four decades of experience, is the principal of David Brudney & Assoc. of Carlsbad, CA |
By David M. Brudney, ISHC October 2004
Along with most Americans, I’ve been watching the candidates debate
on TV this fall.
I find the debates very interesting but not necessarily that useful
for my voting tastes. There always seems to be a follow up question
that isn’t asked, an answer in need of clarification, or a claim that goes
unchallenged.
Frankly, I think the candidates get off far too easily. All too
often, voters are asked to make "leaps of faith" on what the candidates
are promising, when the candidates state "facts", or when each attempts
to correct the other.
Does anyone make significant purchases via the Internet without first
learning more about the product or service in question? Why should
voting for a candidate be any different? Wouldn’t you have loved
to have seen a factual message crawl across the bottom of the screen during
the debates - - like an airline’s "on time" record - - when Vice President
Dick Cheney attacked Senator John Edwards on his poor voting and attendance
record in the Senate?
Wouldn’t it be nice, wouldn’t it make more sense, if President George
Bush and Senator John Kerry had to go through the same process with the
voters that consultants, hotel sales associates and other suppliers - -
those of us who do this for a living - - do in order to get the "vote"
of our prospective clients?
I’m a self-employed consultant for the hospitality industry and just
like hundreds of my colleagues and competitors, I don’t have the luxury
of campaigning for one job for the next four years. I have to do
that once a week - - sometimes once a day. And if I lose more than
a couple of those, I’m either out of business or I hunker down for some
very lean times.
Here’s what I’m expected to answer in writing when I "campaign"
or "bid" on a new consulting assignment:
-
Specific qualifications for why I should be considered for a particular
engagement
-
Relevant assignments I have successfully completed (wouldn’t you like to
see Kerry have to address that in a PowerPoint?)
-
A specific outline for how I would go about fixing a problem, increase
revenues, help create a better R.O.I. (wouldn’t you love to see Bush produce
a PowerPoint on how the next four years will differ from the past four
years?)
-
Current and past clients who will be contacted and asked specifically whether
or not my services were of any value and would I be retained again for
future work
-
Fees to be charged (hello, new taxes?), justification of my hourly rate,
details on all expenses to be incurred
-
Timeline and availability - - I have to guarantee that I will make myself
available and ready to perform my services within a specific period of
time (with no extensions!)
-
A guarantee that all tasks and work product will be done by me personally
-
Deliverables - - specific content and length of my final written report
-
And, finally, Bush and Kerry can rest assured that the winner will be known
on November 2nd (2000 delay not likely this time around). Consultants
aren’t so lucky. We risk not only losing the assignment to a competitor
- - with no polling "exit" interviews telling us why - - but many times
the decision is delayed or worse, sometimes the prospective clients decide
not to do the project at all.
As I said, I think Bush and Kerry get off easy. I’d love to see the
candidates go through the same RFP process I do. Who knows, the voters
might be better served? Just one man’s opinion.
© Copyright 2004
About David Brudney & Associates
David M. Brudney, ISHC, is a veteran hospitality sales and marketing professional concluding his fourth decade of service to the hospitality industry. Brudney advises lodging owners, lenders, asset managers and operators on hotel sales and marketing "best practices" and conducts reviews of hospitality (as well as other industry) sales and marketing operations throughout the U.S. and overseas. The principal of David Brudney & Associates of Carlsbad, CA, a sales and marketing consulting firm specializing in the hospitality industry since 1979, Brudney is a frequent lecturer, instructor and speaker. He is a charter member of International Society of Hospitality Consultants. Previously, Brudney held hospitality sales and marketing positions with Hyatt, Westin and Marriott.
Contact: David M. Brudney, ISHC, Principal
David Brudney & Associates
Carlsbad, CA 92009
Phone: 760-476-0830
Fax: 760-476-0860
Email David Brudney
Web Site: www.DavidBrudney.com
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