Just Pick a Vendor and Go! Oh, No!
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Transcript of 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
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Confidential and Proprietary ©2015 Robbins-Gioia, LLC
You NEED new software
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• It’s old• It’s slow• It’s annoying to use• There is really cool stuff available now• . . .
www.flickr.com
Confidential and Proprietary ©2015 Robbins-Gioia, LLC
What Problem(s) Are You Trying to Solve?
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“We cannot solve our problems with the
same thinking we used when we created
them.”Iota.alpha.deviantart.com
Confidential and Proprietary ©2015 Robbins-Gioia, LLC
What Do You Really Need?
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www.automoblog.com
carscoopblog.com
Confidential and Proprietary ©2015 Robbins-Gioia, LLC
What is Mandatory, Optional, Nice-to-Have?
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danielkrull.deviantart.com
www.automoblog.net
commons.wikimedia.org
Confidential and Proprietary ©2015 Robbins-Gioia, LLC
Never Underestimate the Impact of “Chemistry” with Your Vendor
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toughtbubble.blogspot.com
Confidential and Proprietary ©2015 Robbins-Gioia, LLC
Pretend You Are From Missouri!
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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