How to read a technology proposal with confidence

1. 1.
   Does it show they understand your problem? A good proposal starts with your organisation, not with the supplier. It should describe your challenge in a way that makes you think “yes, that’s exactly it”. If it could have been sent to anyone, that’s a warning sign.
2. 2.
   Is the scope clear? You should be able to see what’s included and what isn’t. Vague phrases like “full solution” or “ongoing support” leave room for misunderstanding later. Good proposals are specific about what you’ll receive.
3. 3.
   Is there a clear process? Look for a structured approach, from understanding your needs through to design, build and launch, with a plan for improvement afterwards. A clear process reduces risk because you know what happens next and when.
4. 4.
   Are the costs easy to understand? You don’t need every detail, but you should be able to see what the money covers. Be wary of a single number with no explanation, and equally wary of a price that looks unusually low. Ask what might cause the cost to change and how changes are handled.
5. 5.
   Who will actually do the work? Find out who is involved, what their experience is and who you’ll speak to day to day. A proposal is easier to trust when you know the people behind it.
6. 6.
   What happens after launch? Technology doesn’t stop being important on launch day. Look for clear detail on hosting, security, support, response times and how the platform will be improved over time. A proposal that goes quiet after launch is a proposal that may leave you on your own.
7. 7.
   How do they manage risk? Every project has risks, and good suppliers are open about them. Look for how they’ll handle security, protect your data and deal with the unexpected. Confidence comes from honesty about risk, not from pretending there isn’t any.
8. 8.
   Can they show you similar work? Ask for examples where they’ve solved a problem like yours, and what the outcome was. Results matter more than technical detail.
9. 9.
   Do they explain things clearly? If a proposal, or the conversation around it, leaves you more confused, take note. A good partner makes complex things easier to understand.

Read the proposal with these questions beside you. If you can answer most of them clearly, you’re likely dealing with a supplier who has thought it through. If you can’t, ask. A good supplier will welcome the questions and be glad to talk them through.

If you’re weighing up a proposal, ours or anyone else’s, we’re happy to talk it through and help you ask the right questions.