RFP processes in the Kingdom have been poorly run. Badly put together and without there being a clear and transparent process. As a result there has been ‘RFP fatigue’ stopping them from doing more.

IVM were brought in to manage a formal process for the planned Riyadh Exhibition & Conference Centre (RECC) to find a global operator to run it.

The primary objectives were:

• Build and manage a professional RFP process 
• Effectively re-engage with global operators to encourage participation
• Run and manage the process with the aim to give the EIF 2 global operators from which to make the final choice

Strategic Approach:
International Venue Management (IVM) built a 5-stage process that included a consultancy phase (Prior Information Notice -PIN), and a clear methodology / communications link to make the whole RFP fully open, fair and transparent.

Action Steps: 

• Encourage the global operators to undertake the RFP
• Getting the global operators to be involved in the content in the final RFP
• Giving plenty of time for the operators to respond
• Providing an end-of-process face-to-face presentation to allow the operators to summarise their technical and commercial bids

Quantitative Outcomes:
Over 10 global operators were approached with 6 competing. In the end 2 operators combined forces to leave 5 entities bidding.  

Qualitative Outcomes:
‍The robust management of the process was very well-received by the operators. The fair and open process, along with clear communication, paved the way for the same operators to look for more future RFPs.