# Compare vendor proposals without missing the fine print A normalized comparison across vendor proposals, plus the gaps and questions each one still leaves open. **Time:** 12 minutes **What you'll have when you're done:** A normalized comparison plus gaps and questions for each vendor. ---Two vendor proposals, formatted completely differently, one bundling costs the other lists separately, one mentioning a term the other doesn't address at all. Comparing them side by side by eye is exactly where the fine print gets missed, because your attention is on the parts that are easy to compare. --- ## Do this 1. **Gather the proposals**, as text, PDF text, or a clear description of each. 2. **Ask for the common dimensions first**, before a comparison, using the prompt below. This step matters: it's what makes the comparison catch what's missing, not just what's stated. 3. **Review every "not stated" cell.** That's your actual question list for each vendor. 4. **Ask the vendors the gaps directly**, in writing, so the answer is on record. ``` Here are proposals from [N] vendors for [what you're buying]: Vendor A: [paste] Vendor B: [paste] First, list every dimension that appears in at least one proposal: price structure, timeline, scope inclusions/exclusions, payment terms, cancellation terms, support/SLA, anything else relevant. Then build a table: dimensions as rows, vendors as columns. Mark anything a vendor's proposal doesn't address as "not stated," don't assume a default in their favor or against them. ``` --- ## Check this before you trust it - **Every "not stated" cell**, especially cancellation terms, what happens if the timeline slips, and exactly what's excluded from scope. Silence in a proposal is not the same as a favorable term. - **Whether "similar" line items actually mean the same thing.** Two vendors' "support included" can mean very different response times and hours. - **The math on any bundled pricing.** Ask it to break down what each bundled number would look like unbundled, and verify that against the source. --- ## If it goes wrong **A vendor's proposal is too vague to extract real dimensions from.** That vagueness is itself useful information: ask them directly for the missing specifics before treating that proposal as comparable to a more detailed one. **Two "equivalent" line items turn out to mean different things once you dig in.** Trust the digging. Ask for a direct comparison of just those two items, in detail, once you notice the discrepancy. **The comparison surfaces more gaps than clear tradeoffs.** That's a legitimate outcome, especially early in a vendor search. Send the gap list back to each vendor as clarifying questions before deciding. **You're comparing wildly different scopes disguised as similar proposals.** Sometimes the honest finding is that the proposals aren't actually comparable yet, and the real next step is asking all vendors to quote against the same defined scope. ---

Related