The Global Phoenix - Issue 2 April - June 2017 | Page 15

KNOW THE SUPPLIER
1
Has the software provider
specifically addressed your
needs in their sales efforts?
Naturally, all suppliers will have brochures and
sales pitches. When you invite them in to meet
you look at how they address your specific wants
and needs with their presentation, rather than just
running over the capabilities of the tool.
A good way to get the most from a sales
presentation is to give the supplier a list of case
scenarios in advance and ask them to show how
the tool will facilitate and deliver these. It helps
them to address demonstrations to you, and helps
you see exactly how the tool will work in practice.
It will also provide an insight into the supplier’s
ability to listen to and meet your needs, and
ultimately the way they are likely to work with you
going forward.
3
Do they have more than just
technical expertise?
Find out whether the software provider has
sufficient experience and expertise to understand
your goals and offers the right guidance on how
best to achieve them.
A good supplier will not only be able to offer
technical or programming expertise, but also
to call upon a number of advisors with different
specialisms – for example, policy design. If they
have a firm grasp of the environment in which
you’re working, it will increase the likelihood of
them being able to meet your requirements in a
satisfactory way. They may also bring ideas to the
table that you had not previou sly considered.
2
Will you work well
together?
All businesses have their own culture and
working practices. If you are embarking on
a large software implementation, a good fit
in cultural terms will improve the chances of
a successful collaboration.
Communication is key to this. Ask to meet
the people who will be working on the
project – account managers, technical leads
and project managers. They are the people
who will play a large part in the project and
with whom you’ll be working very closely.
Ask yourself if the way they approach
things, answer your questions and interact
with you are right for you and your project.
4
What is
their history?
It is important to know how well your supplier
has performed in the past and how established
they are. This will provide an indication of how
well they will be able to support your business
both now and in the future. Ask about other
clients, the background of the company, plans
for the future, their profitability and governance.
Ask them to tell you how many projects have
been implemented on time and on budget –
and then seek verification.
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