Wednesday, April 15, 2009
ECM Vendor Selection Day 2
Day two, and vendor number two - this one got off to a flying start, then went downhill in the second half. So some more tips to vendors coming up:
1: If you list a product/module on your RFP price quote - be sure you know why its there and what it does
2: If the client makes a request in precalls for a certain chart/description to be included in your presentation, be sure its there on the day - and don't look like a deer in the headlights when it isn't
Overall, a better day - some great insights into this particular product suite that I will capture in the relevant CMS Watch evaluation. But vendor three tomorrow at least has the opportunity to close the deal on the spot.
Reflecting on yesterdays debacle, I thought it interesting that even today they could have come back, cap in hand and said "Wow did we screw up - let us try and fix this", it would have at least been worth a try, and done correctly it might have worked. Vendor sales people tend to fall into two categories, those who just can't accept they lost, and chase a deal long after it is clear they have no hope, and those that give up too easily and walk away. I guess that's just people in general....