Monday, September 20, 2010

A Soluntion to Low-balling? Let's Get the Feds to shift CRM contrcats from Low-Bid (aka Best Value) to QBS

Maybe there is a light at the end of the tunnel. In fact, congress anticipated that lowest cost isnt always best, that's why they created the Brooks Act of 1972. The act requires the feds to select based on a bidder's competency, qualifications and experience (Quality Based Selection). Price in negotiated only after qualified bidders are identified.

Read more about this at the wikipedia article, but here's the takeaway: "lowest cost is widely recognized as the poorest criterion for service selection when quality and professional creativity are sought. An apt analogy from outside of the construction arena often cited is in the area of medical care: Nobody willingly chooses a surgeon based upon a doctor's willingness to perform an operation most cheaply"

CRM contracts should be QBS, not low bid.

Now, how do we get the Feds to change?

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