In response to the last Tip (August, 2010, Plan B), we received an interesting question from a long time user of the IMPAX Process, who asked:

"If I am planning on submitting an alternate proposal - is it a good strategy to communicate this intent ahead of submission and gain alignment to prevent sourcing from accidentally scoring the alternate proposal as the primary (lower cost) response?"

This is a good question, which has many possible answers. Here are a few options to consider:


We can notify procurement ahead of time, before we submit the alternate proposals. This is risky, as they could try to "cut us off at the pass". We might want to do this only where we know the organization and feel that this will be received positively (or at least neutrally)
We could submit versions 1 and 2 together at the same time, with a positioning letter that explains our perspective and strategy
We could send in the first response (the one that they are expecting), then follow at the "11th hour" with the second proposal


Any of these strategies can be effective in different situations, so we should review this situation with a good coach if we have one.

It seems that in any case, we want to positively position our strategy. A professional letter or email explaining our strategy is critical. In this letter we should share why we are sending two separate responses. First, because we wanted to give them a response that gave them what they asked for. Second, that we have a proposal that could more effectively assist them in hitting their targets (we should specify a few of their key objectives, strategies or issues based on our research.) Another key question is, "Who should we send this letter to?" It needs to go to procurement, but it should also be sent to functional and business executives. After all, they are the people who are most likely to be compelled by our research, business fit and solution fit.