国际RFX流程
? ?RFX 可以看作一種買賣流程的機(jī)制：經(jīng)常交流的特定項(xiàng)目或服務(wù)的特定的價(jià)格，但也交換信息。常見(jiàn)的 RFX 是 RFQ （Request for Quotation，報(bào)價(jià)要求）, 另一種是 RFP （Request for Proposal，建議書要求）。其它 RFX 類型包括 RFBs (Request for Bid，邀請(qǐng)競(jìng)標(biāo)）、RFI （Request for Information，信息要求）。
國(guó)際大廠采購(gòu)還包括使用多級(jí)的 RFX，但是個(gè)別 RFX 活動(dòng)分別舉行，但彼此相連。RFX 由單方發(fā)出，按照發(fā)出方需求可設(shè)計(jì)1至多個(gè)接受方.例如I公司有意采購(gòu)產(chǎn)品，I公司可以根據(jù)需求發(fā)出RFX 給五家供貨商，并要求于規(guī)定時(shí)間回復(fù)至指定窗口。根據(jù)產(chǎn)品的技術(shù)難度、需求量和未來(lái)性，RFX 過(guò)程從1至六個(gè)月不等。
以臺(tái)灣的實(shí)務(wù)面來(lái)看，RFX 以前大多應(yīng)用于臺(tái)灣大型代工廠商，買方100%是國(guó)外大廠。現(xiàn)在臺(tái)灣也有國(guó)際大廠如雙A，所以 RFX 也有可能是由臺(tái)灣廠商為owner。
建議讀者先研讀后面 RFX 的英文定義解說(shuō)，比較容易理解下面所列形態(tài)。
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一般國(guó)際業(yè)務(wù)情況下，RFX 事件包括以下形態(tài)，而且買方通常會(huì)要求供貨商簽訂NDA。
1.?? 一般性采購(gòu)
-??? 通常指所欲采購(gòu)的產(chǎn)品規(guī)格，是市場(chǎng)已經(jīng)ready一段時(shí)間的標(biāo)準(zhǔn)產(chǎn)品
-??? 也有可能是一般零組件
-??? 買方會(huì)直接發(fā) RFQ 給1至多家供貨商，RFQ 會(huì)詳載規(guī)格品名，并要求供貨商在規(guī)定時(shí)間回復(fù)買方
-??? 一般性產(chǎn)品通常價(jià)低者得
-??? 夠大的買家會(huì)使用資源篩選數(shù)家合格供貨商(AVL, Approve Vendor List)
2.?? 策略性專案采購(gòu)
-??? 通常不是單一規(guī)格或零組件，而是系統(tǒng)或設(shè)備
-??? 買方先發(fā) RFP，深入了解不同供貨商的建議書
-??? 買方基于資源和時(shí)間的限制，通常會(huì)篩選剩下少數(shù)供貨商的短名單
-??? 買方發(fā) RFQ 給短名單, 并要求供貨商在規(guī)定時(shí)間回復(fù)買方
-??? 此時(shí) RFQ 的內(nèi)容必須包含買方所要求的內(nèi)容，如果是國(guó)際大廠，那絕對(duì)包括PQCDS(Product, Quality, Cost, Delivery, and Service)，少說(shuō)30頁(yè)起跳
-??? 此種形態(tài)不見(jiàn)得是價(jià)低者得，買方會(huì)考慮幾個(gè)重要因素，有時(shí)可能會(huì)要求產(chǎn)品測(cè)試
3.?? 未來(lái)性產(chǎn)品采購(gòu)
-??? 這表示買方所需求的標(biāo)的目前市場(chǎng)沒(méi)有現(xiàn)成的技術(shù)或標(biāo)準(zhǔn)品，也就可以說(shuō)供貨商可能也不多
-??? 買方會(huì)先發(fā) RFI 給有限的供貨商，也就是研究技術(shù)的成熟度，用別人的資源來(lái)研究買方產(chǎn)品規(guī)劃的可行性
-??? 其實(shí)誰(shuí)吃虧不知道，有時(shí)候供貨商有機(jī)會(huì)收到 RFI，RFI 的內(nèi)容是買方花費(fèi)很多金錢研究出來(lái)的market specification, 這對(duì)供貨商未來(lái)核心技術(shù)的規(guī)劃幫助甚大
-??? 這種未來(lái)性的產(chǎn)品很有可能胎使腹中,因?yàn)橛?jì)劃跟不上變化
-??? 如果評(píng)估有可行性，就會(huì)繼續(xù)發(fā) RFP
-??? 由于是沒(méi)有生產(chǎn)過(guò)的技術(shù)，有些比較積極的供貨商會(huì)先用NCT做模型以便先看機(jī)構(gòu)外型，或動(dòng)用資源先開發(fā)軟硬件，如果交期很關(guān)鍵的話，這樣機(jī)會(huì)可能比別人大，不過(guò)供貨商自己要評(píng)估機(jī)會(huì)成本
-??? 最后可能會(huì)剩一家接受 RFQ，此時(shí)的 RFQ 絕非議價(jià)，交期和質(zhì)量反而是最重要的，當(dāng)然價(jià)格也是要砍的，只是比較松一點(diǎn)，畢竟新技術(shù)的產(chǎn)品市場(chǎng)先機(jī)是很重要的
-??? 此時(shí)供貨商可要求簽訂 MOU 或 LOI 以保障基本投資，當(dāng)然一定要把 NRE 列入 MOU 或 LOI
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有關(guān)請(qǐng)求信息(RFI)
A Request for Information (RFI) is a way for buyers to gather information about prospective suppliers and the items they can offer. Buyers?would like to?use the information gathered by an RFI as input for designing a future sourcing activity, as an initial stage of a multistage RFX activity. Valuable information for a buyer could include the number of sellers interested, specific seller identities, and how well sellers match or might change details about the items being sought.
Most RFIs are typically designed as a questionnaire for suppliers to complete. Often, specific items are not identified in the RFI, or if they are, the buyer wants suppliers to _selectonly items they are interested in, without entering prices, quantities, or any other specific item terms. If multiple line items are sought in the RFI, a supplier's response must include all items.
A buyer initiates the RFI, seeking responses from potential suppliers. A supplier's bid in an RFI is called a response, but the process of submitting a response is the same as placing a bid in most other RFX activities because it uses the bid process to help the supplier.
When the RFI stops accepting responses, it enters a Pending Selection state before closing. During this time, the buyer selects the winning responses.
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有關(guān)建議書請(qǐng)求(RFP)
A Request for Proposals (RFP) is an RFX type designed to collect information in the form of responses from suppliers. Proposal collection is typically a sealed process, where participants know very little if anything about other participants and the proposals they submit.
Like RFIs, RFPs often include an RFX Info section describing the buyer's specific business scenario and the needs the buyer wants to solve. This RFX Info section typically also contains a questionnaire, sometimes very extensive, which the buyer uses to determine the capabilities and flexibility of potential suppliers.
Also like RFIs, you can use RFPs in the earlier stages of a multistage RFX, where selected suppliers responding to the RFP are promoted to a follow-on RFX (for example, an RFQ).
Another way that RFPs gather business intelligence and initiate a collaborative dialogue with potential suppliers, is by using advanced pricing structures like matrix pricing or tiered pricing. Although tiers and matrixes are different in practice, they share the same basic intent to explore several potential levels of business in one loosely-competitive bidding event.
After the RFP stops accepting responses, it enters the Pending Selection state, during which the owner evaluates the responses. After the owner awards winning suppliers (or promotes suppliers to the next stage in a multistage RFX), the RFP goes into the Closed state.
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有關(guān)詢價(jià)要求(RFQ)
The Request for Quote (RFQ) and Request for Bid (RFB) are similar RFX types, operating in much the same way. The main difference is the action in the two types is switched, reversing the roles of the owner and participants:
RFQ is a buy-side RFX type. The owner is a buyer, and participants are potential suppliers.
RFB is a sell-side RFX type. The owner is a seller, and participants are potential customers.
A strength of the RFQ/RFB is that you can structure these RFX types to have bidders submit other terms with their bids besides price and quantity. The owner specifies these other terms (for example, color, CPU speed, or quality rating).
Both RFQs and RFBs have open and sealed variations, each describes how much information is revealed to participants about their bids and those of competitors.
When bidding is over, RFQs and RFBs enter a Pending Selection state before closing. During this time, the owner selects the winning bids, taking the bidders' additional terms into consideration.
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