Tag Archives: RFQ

The Weird Case of SUNY Geneseo’s RFP for Grant Writers

We received this “RFP for Grant Writing & Related Consulting Services” from SUNY Geneseo:

That SUNY Geneseo RFP

It’s gotta be the Ron Jeremy of consulting RFPs—even by the standards of public agencies, it’s massive. At least a hundred pages. It’s also only available as a hard copy and was sent to our New York office, so we can’t provide a link. That alone signals that something is amiss: anyone who wants the best services possible should also want to disseminate their RFP as widely as possible. And SUNY Geneseo sent this sumo-sized document via UPS overnight delivery—they must not have read the memo about not wasting dead trees and running up shipping costs. It must still be 1996 in Geneseo.

SUNY Geneseo, however, doesn’t seem to want wide distribution of this RFP, and we have a pretty good theory about why. A few years ago Isaac wrote a post about why we don’t respond to RFPs/RFQs for grant writers (and, implicitly, why any grant writing consultants reading this shouldn’t either). The only exception is when we’re told that the RFQ is already wired for us, in which case we’re happy to apply.* In the case of SUNY Geneseo, there’s almost certainly a local firm or person they’re already going to hire. They just need to get a couple stooge bids.

Most RFQs and RFPs like this have some telltale signs that the local boys are going to win—usually something about the requirement that the consultant be available for in-person meetings, or have knowledge of local operations, or a similar formulation.

Public organizations with mandatory bid processes almost always also have the option of executing “sole-source contracts,” which get past the usual bidding rules. In this case, the contract authority at SUNY Geneseo probably doesn’t want to go through the institutional hassles of getting a sole-source contract, so she’s instead using the stooge method. Isaac actually sent the contract authority an e-mail asking about their convoluted RFP process, and their contact person claimed they “can’t do sole-source contracts.” This is nonsense, of course, as government agencies routinely use sole-source contracts for all kinds of specialized and emergency situations.

I’m not sure how many stooges she’ll find. The SUNY application itself is sufficiently complex that, were we writing a response for clients, we’d probably charge at least $5,000 to complete it. We’re not going to—instead, we’re going to real work, and we recommend that you do the same and that you not fall for the unsolicited RFP/RFQ trap.

EDIT: We’re obviously not the only ones curious—we’ve been getting search engine hits for the phrase “geneseo rfp”. Perhaps we shouldn’t be surprised, since we’re the number one hit for the phrase on Google and the number two hit on Duck Duck Go, which is a search engine with one delightful feature: it doesn’t log searches. Your fascination with Miley Cyrus is safe with it.


* Though we did once get into a situation in which a public agency told us on the QT that the RFQ was wired for us, we submitted an application, and then they picked someone else anyway! We were angry for the usual reasons, the most obvious being that when we say we’ll do something, we do it.

Why Seliger + Associates never esponds to RFPs/RFQs for grant writing services

Faithful readers know we regularly discuss RFPs, NOFAs, FOAs, SGAs—or whatever other acronym funders might dream up to denote that grant funds are available (Jake in particular likes to fulminate about bizarre RRPs). Despite marinating in a stew of RFPs, however,  Seliger + Associates never responds to grant writing service RFPs/RFQs (“Requests for Qualifications”), and there are two basic reasons why.

The first reason is the most important: I know from over 15 years of working for various California cities, mostly in management, that RFQs/RFPs for professional services are easily wired, with “wired” meaning that one firm is going to get the contract regardless of who submits a response. I’m not talking about Sopranos-style wiring in which the public official can expect a visit from Paulie Walnuts if the wiring job isn’t done right: the real process is more anodyne. Usually, the public official knows a certain consultant and thinks the local firm can get it done and makes sure that the local boys get the gig.

A city might also want a local consultant but need bids from qualified out-of-towners to provide cover, so a favored firm is identified before the “open” competition. Many public agencies are required to run a bid process before selecting a consultant (or vendor), and the public official in change of the RFP/RFQ process structures the document to produce the desired outcome. This is usually done by putting requirements into the document that favor the fair-haired bidder.

For example, we recently received an RFQ from a city, and 25% of the available point total was for “knowledge of the local community,” while just 25% was for “grant writing experience.” This RFQ was obviously wired for a local grant writer, as we’d receive zero points for local knowledge. So why should we bid and provide cover for the public officials?

Another favored approach is to require the successful bidder to meet regularly with agency staff in person, making it impossible for a non-local bidder to compete, due to travel costs.Other techniques are subtler, like having a ringer on the selection committee.

We receive at least a dozen RFP/RFQ notices per year. I assume this happens because we’re such a well-qualified and -known firm that we would provide exceptional cover for wired bidding processes. Not being stupid or naive, at least in this respect, we always send more or less the following response: We won’t respond to this RFP, but we’ll be happy to provide a fee quote if your process fails. This does work: the local guys often can’t get the job done. Many public agencies eventually hire us after running a true, or true-seeming, RFP/RFQ process. Years ago, when we first started, we sometimes submitted real bids—but we never got the job.

The second reason is also significant: having been in business for since 1993, we simply don’t have to respond to RFPs/RFQs. We think we’re the best grant writing outfit there is. We’re like Astronaut Gordon Cooper, who answered a reporter’s question concerning who was the greatest fighter pilot he ever saw: “You’re looking at him!“* Responding to RFPs/RFQs wastes our time, and, like lawyers and escorts, grant writers are all about billable hours. Unlike architects, engineers, accountants and similar personal services consultants, who have tons of competition and must respond to RFPs/RFQs, we provide a unique service with few qualified competitors. Don’t believe me? Search online for grant writers and see what you get.

Despite our hard-nosed attitude, we’ve worked for hundreds of public agencies, including cities, counties, housing authorities, redevelopment agencies, and state governments. We can do so without responding to RFPs/RFQs because some public agencies have minimum contract amounts before bidding kicks in, which means they don’t have to go through a RFP/RFQ or public bid process. Additionally, all public agency purchasing rules have an exception for what is known in the trade as a “sole-source contract.” Public agencies occasionally face unexpected emergencies and can’t wait for a bid process. They also sometimes have unique needs—like, say, grant writing—for which there are so few qualified bidders that there is no point in running a competition.

As long as the public official is willing to place herself on the line, nothing prevents her from hiring us under a sole-source contract. When I was a public official and wanted to hire a favored consultant, I simply explained what I wanted to do to the City Manager and City Attorney, wrote the argument in a City Council staff report (if needed—usually it wasn’t), and signed the contract.

This is a lot less work than orchestrating a phony RFP/RFQ process. Since I know from experience that the sole-source approach is always available, and our services and fees are cleverly hidden in plain sight on our website, any public official who wants to go through an RFP/RFQ process is probably trying to wire it. The only way to win is by not playing the game.


* In the terrific film version of The Right Stuff, Dennis Quaid delivers this line as “Who was the best pilot I ever saw? Well, uh, you’re lookin’ at ‘im”, with a boyish charm I could never achieve even when I was a charming boy.