Choosing a software vendor, agency or IT partner? Make the decision before you sign, not after.
Read the video transcript
Let’s talk about choosing a technology partner.
Maybe you need a software vendor, a development firm, an agency or a managed IT provider. Whatever it is, this decision will shape the next two or three years of your operation. And most companies make it in a few weeks, based on a demo and a price.
Here’s why that goes wrong. Proposals are written to win, not to be accurate. Demos show the best case. And on your side of the table there’s usually nobody who can read the proposal technically and ask the uncomfortable questions.
Two things most buyers don’t consider. The team that sells to you is often not the team that delivers. And the cheapest proposal usually has the most assumptions nobody priced. Those come back later as change orders.
So before you sign, think about three things.
First, define the outcome and your must-haves before you see any demo. Otherwise the vendor defines the project for you.
Second, meet the people who will actually do the work, and ask how much of their time is yours.
Third, compare every proposal on the same scope, read what’s excluded, and ask for references from companies like yours.
If you’d like someone on your side of the table, book a conversation below. Or download the fifteen questions to ask any vendor before you sign.
Why this happens
Most technology selections are decided by the best demo and the lowest price. Proposals are written to win the deal, not to be accurate. And the buyer rarely has someone on their side of the table who can read a proposal technically and ask the hard questions.
The team that sells to you is often not the team that delivers. And the cheapest proposal is usually the one with the most unpriced assumptions. Those come back later as change orders.
Three things to think about before you decide
- Define the outcome before you see a demo.Write down the result you need and your five must-haves. If you don’t, each vendor will define the project around what they sell.
- Meet the people who will do the work.Ask who exactly will work on your project, how much of their time is yours, and talk to them before you sign.
- Compare proposals on the same scope.Read what each proposal excludes, not only what it includes. Ask for references from companies your size with a project like yours.
30-minute conversation
About to choose a vendor? Book a 30-minute conversation before you sign. It is cheaper than fixing the wrong decision.
Book a conversation contact@thorusconsulting.com · +1 (512) 484-609615 Questions to Ask Any Technology Vendor Before You Sign
The questions that reveal unpriced assumptions, team changes and weak references.
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