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<br />demonstrations of three days each. Because of our extensive experience in evaluating <br />software demonstrations, we will identify demonstration strengths and weaknesses and <br />raise unclear or problematic issues up for discussion. GFOA team members will log all of <br />the unresolved issues at the demonstrations. The GFOA team will facilitate sessions with <br />the evaluation team and steering committee to reach general conclusions on the <br />demonstration presentations. Deliverable: Staffing On-Site Demonstrations <br /> <br />Phase II Deliverables: <br /> <br />Deliverable 6: Proposal Evaluation Plan. <br /> <br />Deliverable 7: Proposal Analysis Template. <br /> <br />Deliverables 8 and 9: Software Demonstration Scripts and Software Demonstration Evaluation Booklet. <br /> <br />Deliverable 10: Software Firm I Implementation Firm References Questionnaire. <br /> <br />Deliverable 11: Stqffing Vendor Demonstrations. <br /> <br />PIL\SE III <br />Disl'Cl\ er~ and ('olltral'\ Negotiation Sl'n iees <br /> <br />Definition of Phase. Phase III begins once the City has elevated two vendors for consideration <br />under competitive negotiations and ends when a contract is established with a single vendor. <br />GFOA has established a library of sample software contracts for its consulting practice that will <br />be utilized for this phase. <br /> <br />The City will need to establish a core negotiation team for this phase. This team (usually 3-5 <br />members) should be staffed with personnel who can commit the City (contingent on governing <br />body approval) to contractual terms and conditions. Since negotiations are very fluid and <br />unpredictable, this negotiation team should be prepared to be flexible to meet ongoing <br />negotiation needs. <br /> <br />Description of Tasks. One of the most valuable services that GFOA provides its clients is the <br />negotiation of software contracts. The following tasks occur during Phase III to ensure the <br />successful negotiation of a contract and implementation services agreement. <br /> <br />1. Discovery Sessions. As part of our methodology, GFOA suggests that governments conduct a <br />one-day workshop, termed 'Discovery' with each of the two vendors identitied for competitive <br />contract negotiations. These sessions take place after demonstrations and before formal <br />negotiations begin. The Discovery sessions provide vendors with an opportunity to gather the <br />information necessary to further clarify their proposals. Shortly after the sessions, vendors are <br />requested to produce updated pricing and clarify remaining issues. Deliverable: Discovery letters <br />and agenda. <br /> <br />2. Contract Negotiations. Too often, governments are pitted against software vendors that have <br />negotiated contracts many times before. Understandably, software vendors and their <br />implementation partners want to maximize profit and minimize risk. GFOA has developed a <br /> <br />QBCHI\3890 I 0.6 <br /> <br />Government Finance Officers Association <br /> <br />11 of] 5 <br />