Writing RFP Scopes: What We Can Learn from the Aerial Tanker RFP

Northrop Won't Propose:  The recent decision by Northrop Grumman Corp. to not submit a proposal in response to the U.S. Air Force's Request for Proposals (RFP) for the multi-billion aerial tanker competition highlights the importance of writing a clear scope of work, and the dangers of writing a scope of work that favors one contractor or vendor.

Northrop Won't Protest:  Northrop maintains that the RFP language favors Boeing over its European Airbus A330-based tanker plane.  Northrop has stated they will not protest the RFP.  

The Tables Are Turned:  It's an interesting turn of events, driven by a lot of politics.  In 2008, when the RFP was originally issued, it was Boeing who protested that the RFP favored Northrop, eventually leading to that RFP to be canceled.  

Balancing Competition with Business Needs:  The challenge for government agencies is to both maintain competition and to write RFP scopes of work that meet their business needs.  As the Northrop-Boeing case illustrates however, it's not always easy to maintain that balance as there are a variety of political and business interests involved in the process.

Training on Developing RFPs:  This is a great example of the challenges involved in writing a good RFP that I'll use as part of an all day training seminar I'm developing.  I'll be teaching it in June for a specific client.  If you are interested in me teaching this class for your agency, or would like to discuss it, please contact me.