Just Pick a Vendor and Go! Oh, No!

11 Cana l Center P laza, A lexandr ia , VA 22314 T 800 .663 .7138 F 703 .684 .5189 www.robb insg io ia .com

Just Pick a Vendor and Go! Oh, No!

Sandy Sears

04/20/2016

Confidential and Proprietary ©2015 Robbins-Gioia, LLC

• New Software – Why?

• What is Your Problem?

• Shiny Objects (in the Show Room)

• What Do You Really Need?

• Finding a Vendor

• Don’t Be Afraid to Make Them Sweat!

• Think About the Long Term

Agenda

2


You NEED new software

3

• It’s old• It’s slow• It’s annoying to use• There is really cool stuff available now• . . .

www.flickr.com


Which Comes First?

4

jinavie.tumblr.com


What Problem(s) Are You Trying to Solve?

5

“We cannot solve our problems with the

same thinking we used when we created

them.”Iota.alpha.deviantart.com


Off to the Showroom!

6

www.clutchd.com


NO! Wait!

7

commons.wikimedia.org


What Do You Really Need?

8

www.automoblog.com

carscoopblog.com


What is Mandatory, Optional, Nice-to-Have?

9

danielkrull.deviantart.com

www.automoblog.net

commons.wikimedia.org


What Vendors Might Meet Your Needs?

10


Never Underestimate the Impact of “Chemistry” with Your Vendor

11

toughtbubble.blogspot.com


Pretend You Are From Missouri!

12

www.edgaged.net

• Create a thorough RFP (request for proposal)

• Scrutinize RFP responses

• Trust, but verify!

• Don’t hesitate to insist on a scripted demo

• Speak with (and, if possible, visit) existing customers

• The lowest price might not be the best deal


Be Aware of Your “After Market” Needs

13


The Moral of the Story

14

Confidential and Proprietary ©2015 Robbins-Gioia, LLC15

Thank you!

Business

Just Pick a Vendor and Go! Oh, No!