Asking an Evaluation Committee to Define Its Capital Criteria

When a committee asks for “everything,” a capital representative can waste weeks sending generic material. Ask the group to define the questions it will use to assess options. That produces a fairer evaluation and reveals where an authorized specialist or approved document is needed.

In a kickoff call, procurement lead Dana says, “Send a full proposal package and we will compare vendors.” Rep Isaac says, “I can assemble approved materials. To make them useful, could we list the criteria your team will use for clinical workflow, technical review, service expectations, financial process, and contracting?” Dana says clinical leadership has a separate worksheet. Isaac asks whether it can be shared or summarized, then records each owner and due date. “I will respond to the criteria we can address with approved information and identify questions that need the appropriate technical or commercial owner.”

The conversation does not demand privileged scoring details. It asks for enough structure to avoid guessing. A criterion can be an information need, a review activity, or a decision constraint. What matters is that the customer recognizes it as theirs and says who can confirm it.

On your next committee call, replace one broad offer with a criteria question. Write down the committee’s words rather than translating them into your product language. Review the notes afterward: can you distinguish confirmed criteria from items you assumed the committee would care about?