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....

1 comment:

Anonymous said...

Very interesting entries on vendor selections, Alan. Did the other vendors ever show up? I'm looking forward to reading how this ends up...and would especially like to know which vendor gets selected as having the best ECM technology.