6 Questions to Ask in Wireless RFP
April 24, 2008 (Vol. 29, No. 9)
Use the RFP process to determine how committed your wireless carriers are to opening their networks. Here are six questions to ask in your next wireless RFP, courtesy of Kevin DiLallo, partner at Levine, Blaszak, Block & Boothby, a specialist in enterprise wireless deals.
þ Will you commit to allow us to use third-party devices?
þ If so, what is the approval process?
Verizon Wireless has said it will allow third-party devices and applications on its network, but the question is still up in the air for AT&T Mobility, Sprint Nextel and T-Mobile, DiLallo says.
þ What will you charge to unlock my enterprise’s devices?
þ What will you charge to approve these devices?
þ How long will it take to approve them?
þ Can you confirm that you won’t increase your rates if we use third-party devices and applications?
Don’t be surprised if your carrier agrees to these conditions in your RFP, but then backs off once you get into contract negotiations, DiLallo warns.
Carriers could argue that their pledge in response to your RFP was made under certain assumptions but they can’t commit to it in the contract. In this case, at least you’ll have a starting point. (