Maximizing RFP Success: The Critical Role of Key Personnel and Past Performance In this episode of RFP Secrets Podcast, host John discusses with Nina Bomberg, Director of Indirect Procurement at Dormakaba, the importance of assessing past performance and key personnel in procurement decisions. Nina shares her insights from 20 years in the industry across various sectors, highlighting the challenges and strategies in measuring vendors' competencies. They delve into the significance of evaluating not just company references but also the capabilities of individual team members assigned to projects. The episode covers strategies for collecting and weighing past performance information, the critical role of pre-planning with key personnel, and ensuring that the right team stays committed throughout the project. The conversation underscores the need for procurement teams to go beyond resumes and engage in detailed interviews with potential vendors to ensure successful project outcomes. 00:00 Introduction to RFP Secrets Podcast 00:16 The Importance of Past Performance in Procurement 01:34 Introducing Nina Bomberg 02:25 Nina's Journey in Procurement 04:03 Understanding Dormakaba 04:20 Challenges in Indirect Procurement 05:59 Evaluating Past Performance Information 10:59 The Role of Key Personnel in Project Success 24:31 Pre-Planning and Implementation Strategies 30:36 Final Thoughts and Best Practices 34:24 Conclusion and Farewell