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Bids, Tenders and Proposals, 4th Edition by Harold Lewis

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16

Defining outcomes and deliverables

There is a useful distinction to be made between the outcomes and the deliverables of a contract, though the terms are often used interchangeably. Outcomes can be defined as the results the client wants to achieve – the product of the time, skills, energy and other resources put into the assignment. Deliverables are the items or services the bidder undertakes or is required to provide at a specified time and place, rather as a supplier delivers goods to a buyer. Meeting an objective set by a client – whether, for example, an improvement in some social indicator, the validation of a needs assessment, an increase in revenue or customer satisfaction or a reduction in some negative condition – is a typical outcome ...

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