RFP Design & Vendor Selection for Oracle

Select the right partner — not the best presenter. How to write an Oracle RFP that surfaces real capability differences, score responses honestly, and negotiate a contract that protects your organisation. 6 hrs · 2 sessions · Intermediate. Overview Oracle RFPs written without deep domain knowledge produce responses that all look the same. Every shortlisted SI claims 20 years of Oracle experience, a proven methodology, a committed senior team, and a fixed-price engagement. The RFP process as it is typically run cannot distinguish between them — and so organisations select the most compelling presenter rather than the most capable implementer. This course teaches how to design an RFP that tests real capability: the questions that reveal delivery experience versus sales experience, the scoring model that captures what actually matters, the reference check approach that gets honest answers, and the contract clauses that protect your organisation when things go wrong. Built from patterns observed across Oracle procurements throughout Africa, the Middle East, and the Indian Ocean region — including what went wrong in the selections that led to rescue engagements. Learning outcomes • Write an Oracle RFP that tests real implementation capability rather than presentation quality • Design a scoring model that differentiates between proposals that look similar on the surface • Conduct reference checks that reveal genuine SI performance rather than curated testimonials • Identify the contract clauses that protect your organisation in an Oracle engagement • Negotiate payment milestones and deliverable acceptance criteria that align incentives correctly • Recognise the red flags in an Oracle proposal or SI behaviour before you sign the contract Prerequisites • No Oracle technical knowledge required • Familiarity with procurement processes and contract principles is helpful • Most valuable if you are actively planning or about to begin an Oracle SI selection Modules 1. RFP structure, capability testing & the scoring model (3 hours) What an Oracle RFP must contain that most don't: a realistic project description, a clear scope boundary, a risk allocation framework, and questions that actually differentiate capable from incapable SIs. How to test for real implementation capability versus presentation capability: the specific questions that reveal whether an SI has genuinely delivered what they claim to have delivered. Weighting and scoring: how to build a scoring model that reflects actual delivery risk rather than proposal quality. How to structure a demo and site visit that reveals rather than conceals: what to ask, what to watch for, what a capable SI does differently from a weak one. Reference check design: the five questions that consistently produce honest answers about SI performance. Common vendor tactics in the RFP process and how to counter them without damaging the relationship. Topics: RFP structure essentials; Scope definition; Capability testing questions; Demo design; Site visit framework; Reference check questions; Scoring model design; Vendor tactics 2. Contract negotiation, red flags & the selection decision (3 hours) The Oracle SI contract clauses that matter: scope definition and change control, deliverable acceptance criteria, IP ownership of configurations, data rights and portability, SLA commitments during hypercare, and exit provisions. Payment milestone design: aligning payment to delivery outcomes rather than calendar dates — the single most important structural protection in an Oracle contract. How to negotiate without losing the partner: the clauses worth fighting for and the clauses that sound important but aren't. How to handle the "we'll fix it in the contract" promise during negotiations. Making the selection decision when proposals are genuinely close: the tie-breaker criteria that predict delivery success better than proposal quality. Managing unsuccessful bidders without burning bridges. Post-award: the first 30 days that set up the engagement for success or failure. Topics: Scope and change control; Acceptance criteria; IP and data rights; Payment milestone design; SLA structure; Exit provisions; Negotiation principles; Post-award setup Delivery Most effective when delivered before an active Oracle SI selection process begins. Can be combined with the Business Case & ROI course as a two-day pre-programme leadership intensive. A condensed 90-minute board briefing version is available for executives who need to understand the selection process without attending the full course. Certification Certificate of completion Price USD 950 · per participant per person · indicative · group pricing available HRDC eligibility Up to 75% refundable Mauritius-registered employers may claim this training via the HRDC levy. We provide full documentation to support your claim. Languages English Provider reference SIMPLIT-080-RFP_VENDOR_SELECTION

• Procurement officers leading an Oracle SI selection process • IT directors responsible for recommending an implementation partner • Programme directors who will manage the selected SI • Legal and commercial teams reviewing Oracle SI contracts • Finance directors approving an SI engagement • Executive sponsors who need to understand how their partner was selected