Vendor Evaluation Framework

Runs vendor selection: RFP templates, scoring matrices, reference checks and negotiation prep.

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What this skill does

It provides RFP generation templates, scoring matrix frameworks, reference check guides, and negotiation preparation. Use for vendor selection, software procurement, or partnership evaluation.

  • RFP
  • procurement
  • vendor-selection
  • scoring
  • negotiation
  • due-diligence

SKILL.md

Overview

Transform vendor selection from subjective preference into rigorous evaluation that reduces risk and maximizes value. This skill encodes the frameworks for requirements gathering, RFP creation, scoring methodology, and negotiation that select the right vendor—not just the one with the best sales team.

When to Use This Skill

  • RFP/RFI creation — Building vendor solicitation documents
  • Evaluation design — Creating scoring matrices and criteria
  • Vendor comparison — Analyzing multiple vendor options
  • Reference checks — Validating vendor claims
  • Negotiation prep — Preparing for contract discussions

Evaluation Process Framework

Phase Overview

Phase Duration Activities Deliverable
1. Requirements 1-2 weeks Stakeholder interviews, needs analysis Requirements doc
2. Market Scan 1-2 weeks Research, longlist creation Vendor longlist
3. RFP/RFI 2-4 weeks Solicitation, vendor responses RFP responses
4. Evaluation 2-3 weeks Scoring, demos, references Shortlist + scores
5. Selection 1-2 weeks Final comparison, decision Recommendation
6. Negotiation 2-4 weeks Contract, pricing, terms Signed contract

Requirements Gathering

Stakeholder Interview Questions

Category Questions
Business What problem are we solving? What's the cost of not solving it?
Functional What capabilities are must-have vs. nice-to-have?
Technical What integrations are required? What are security requirements?
Operational Who will use this? What's the rollout plan?
Financial What's the budget? What ROI do we need?

Requirements Categorization

Priority Definition Scoring
Must-have Deal-breaker if absent Pass/Fail
Should-have Strongly preferred Weighted high
Nice-to-have Adds value but not critical Weighted low

Requirements Template

REQUIREMENT ID: [R-001]
Category: [Functional/Technical/Security/Support]
Priority: [Must-have/Should-have/Nice-to-have]
Description: [Clear, specific requirement]
Acceptance Criteria: [How we'll verify this is met]
Source: [Who requested this]

RFP Framework

RFP Structure

  1. Introduction

    • Company overview
    • Project background
    • Objectives

  2. Scope of Work

    • Requirements summary
    • Use cases
    • Integration needs

  3. Vendor Requirements

    • Company information
    • Product/service details
    • Technical specifications
    • Security/compliance

  4. Evaluation Process

    • Timeline
    • Evaluation criteria
    • Selection process

  5. Submission Requirements

    • Response format
    • Deadline
    • Contact information

  6. Terms and Conditions

    • Confidentiality
    • Proposal validity
    • Contract terms overview

RFP Questions by Category

Company & Stability
  • Company founding date and ownership structure
  • Annual revenue and growth rate
  • Total employees and relevant team size
  • Key customer references in our industry
  • Funding status (if private)
Product & Capability
  • How does your solution address [specific use case]?
  • Describe your product roadmap for the next 12 months
  • What differentiates you from [specific competitor]?
  • Provide a technical architecture overview
  • List all third-party dependencies
Security & Compliance
  • Describe your security certifications (SOC 2, ISO 27001, etc.)
  • How do you handle data encryption (at rest and in transit)?
  • What is your incident response process?
  • Provide your data processing agreement
  • Describe your business continuity plan
Implementation & Support
  • Typical implementation timeline and phases
  • Resources required from our team
  • Training approach and materials
  • Support tiers and response times
  • Escalation process
Pricing
  • Detailed pricing breakdown
  • Volume discounts available
  • Contract term options
  • Price protection provisions
  • Hidden costs to be aware of

Scoring Methodology

Weighted Scoring Matrix

Category Weight Criteria
Functional Fit 30% Requirements coverage, ease of use
Technical Fit 20% Architecture, integrations, security
Vendor Viability 15% Company stability, roadmap, support
Pricing/TCO 20% Cost, value, pricing model fit
References 15% Customer feedback, similar use cases

Scoring Scale

Score Definition
5 Exceeds requirements significantly
4 Exceeds requirements
3 Meets requirements
2 Partially meets requirements
1 Does not meet requirements
0 Not addressed / No response

Evaluation Matrix Template

Criteria Weight Vendor A Vendor B Vendor C
Functional Fit 30%
Requirement 1 10% 4 5 3
Requirement 2 10% 3 4 4
Requirement 3 10% 5 3 4
Technical Fit 20%
Integration 10% 3 4 5
Security 10% 4 4 4
Vendor Viability 15%
Stability 8% 3 5 4
Support 7% 4 3 4
Pricing 20%
Total Cost 15% 4 3 5
Pricing Model 5% 3 4 4
References 15%
Satisfaction 8% 4 4 3
Similar Use Case 7% 3 5 3
TOTAL 100% 3.65 3.95 3.90

Reference Check Framework

Reference Request Template

Subject: Reference request for [Vendor] evaluation

Hi [Contact],

We're evaluating [Vendor] for [use case] and they provided you as a reference. Would you have 20-30 minutes to share your experience?

I'm particularly interested in:

  • Implementation experience
  • Actual vs. promised results
  • Support quality
  • What you'd do differently

Would [date/time] work for a quick call?

Reference Check Questions

Category Questions
Overall Would you choose them again? Would you recommend them?
Implementation How long did it take? What surprised you?
Product Does it work as promised? What doesn't work well?
Support How responsive are they? How do they handle issues?
Value Are you getting the ROI you expected?
Relationship How is communication? Do they act as a partner?

Red Flag Detection

Red Flag What It May Indicate
Hesitation to provide references Unhappy customers
Only provides recent references Churn among long-term customers
References from different product Current product untested
Executive references only Users may be unhappy
References outside your industry May not understand your needs

Negotiation Preparation

Negotiation Levers

Lever Description When to Use
Term length Longer term for lower rate Have budget certainty
Payment terms Annual upfront for discount Have cash
Volume commitment Commit to growth for discount Confident in expansion
Timing End of quarter/year Seller motivated
Reference Logo/case study value Have recognizable brand
Pilot Reduced risk start Uncertain about fit

TCO Calculation

Include all costs:

  • License/subscription fees
  • Implementation/professional services
  • Training
  • Integration development
  • Internal resource time
  • Ongoing support/maintenance
  • Estimated growth costs

Contract Negotiation Checklist

Term Standard Watch For
Term length 12-36 months Auto-renewal traps
Termination 30-60 days notice Termination penalties
Price increase CPI cap Unlimited increases
SLA 99.9% uptime No SLA credits
Data Customer owns Vendor data rights
Liability Mutual, capped One-sided, uncapped

Decision Documentation

Recommendation Report Structure

  1. Executive Summary

    • Recommendation
    • Key reasons
    • Investment required

  2. Evaluation Summary

    • Process overview
    • Vendors evaluated
    • Scoring results

  3. Recommendation Detail

    • Why this vendor
    • Strengths and risks
    • Mitigations for risks

  4. Comparison

    • Side-by-side analysis
    • Why not other vendors

  5. Implementation Plan

    • Timeline
    • Resources
    • Risks

  6. Financial Analysis

    • TCO comparison
    • ROI projection
    • Budget impact

Resources

references/

  • rfp-templates.md — Industry-specific RFP templates
  • negotiation-tactics.md — Detailed negotiation strategies
  • due-diligence-checklist.md — Comprehensive vendor assessment

assets/

  • scoring-matrix-template.xlsx — Evaluation spreadsheet
  • rfp-template.docx — RFP document template
  • recommendation-template.pptx — Decision presentation

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