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I recently watched the tendering process for a fairly simple development project. Maybe 5 pages all said an done, all implemented inside an existing sharepoint solution.
Provider 1 quoted about what it should cost. $6000 - cost of the work involved, and a mark up for the hassle of having to spec and bid for the job, and deal with a bureaucracy on completion.
Provider 2 and 3, having had relationships with the company before, quoted 335,000 and 425,000 respectively.
Provider 1 was excluded. Obviously their quote was so low because they were a mickey mouse company that didn’t understand what was required. Provider 2 was questioned closely because they were so much lower then provider 3, and eventually after much reassurance from the sales people of Provider 2, they were selected.
One of the techies from another department saw the quote and asked to see the rest of the spec, assuming there was more to the job then what he was seeing. After the project manager confirmed that no no, that was the spec on which the company had quoted 335,000 - the techie expressed his concerns that the quote was vastly too high. The project manager called back and said ‘One of my advisors thinks this price is really too high’ - the sales monkey put him on hold, came back about 90 seconds later and knocked the price down to 235,000.
Project Manager thinks he got a bargain. Techie got a round of congratulations. And the company spent 40 times as much on the project as they should have.