“HOW TO CHOOSE THE RIGHT
TECHNOLOGY
PARTNER & IMPLEMENT A NEW ATS”
REBECCA
PALMER
LISA SCALES
Content
• PLANNING
• Review
• Prioritisation
• SERVICE PROVIDER SELECTION
• Evaluation
• VALIDATION
• Negotiation
• Implem...
TO START WITH……WHY?
PLANNING
REVIEW
PRIORITISATION
PRIORITISATION
• ASK the vendor to respond to A WELL LAID OUT
PRE QUALIFICATION QUESTIONNAIRE
• Avoid the trap of omission...
SERVICE PROVIDER SELECTION
EVALUATION
BEFORE MEETING
• HAVE THEY FULLY REVIEWED THE
REQUIREMENTS
• FULLY Understood YOUR NEEDS
• CAN DEMONSTRATE THE ...
EVALUATION
MEETING
• PRESENTATION > BEWARE SALES PITCH!
• LIVE DEMO > MAKE SURE YOU ARE SET UP FOR THEM
TO DO THIS
• ASK S...
VALIDATION
NEGOTIATION – PRICE & SERVICE
IMPLEMENTATION
MEASUREMENT
PITFALLS TO AVOID
THANK YOU
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#FIRMday Manchester 27 Sept 13 How to Choose the Right Tech-ATS Partner, Lisa Scales, Tribepad & Rebecca Palmer, Speedy Services

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#FIRMday Manchester 27 Sept 13 How to Choose the Right Tech-ATS Partner, Lisa Scales, Tribepad & Rebecca Palmer, Speedy Services

  1. 1. “HOW TO CHOOSE THE RIGHT TECHNOLOGY PARTNER & IMPLEMENT A NEW ATS” REBECCA PALMER LISA SCALES
  2. 2. Content • PLANNING • Review • Prioritisation • SERVICE PROVIDER SELECTION • Evaluation • VALIDATION • Negotiation • Implementation • Measurement • PITFALLS TO AVOID • CLOSE & Questions
  3. 3. TO START WITH……WHY?
  4. 4. PLANNING
  5. 5. REVIEW
  6. 6. PRIORITISATION
  7. 7. PRIORITISATION • ASK the vendor to respond to A WELL LAID OUT PRE QUALIFICATION QUESTIONNAIRE • Avoid the trap of omission • Commit the time TO EVALUATE NB always give the vendor opportunity to say “what else” or ROOM FOR THEM TO SUGGEST IDEAS – MAKE them become advisors NOT SALES PEOPLE
  8. 8. SERVICE PROVIDER SELECTION
  9. 9. EVALUATION BEFORE MEETING • HAVE THEY FULLY REVIEWED THE REQUIREMENTS • FULLY Understood YOUR NEEDS • CAN DEMONSTRATE THE SOLUTION TO CRITICAL NEEDS ALWAYS GIVE THEM AN “OUT” AT THIS STAGE
  10. 10. EVALUATION MEETING • PRESENTATION > BEWARE SALES PITCH! • LIVE DEMO > MAKE SURE YOU ARE SET UP FOR THEM TO DO THIS • ASK SALES PERSON TO PERFORM DIFFERENT TASKS FROM NORMAL DEMO >THIS WILL tell you A LOT! • QUESTIONS> DIVIDE IT UP INTO DIFFERENT SECTIONS
  11. 11. VALIDATION
  12. 12. NEGOTIATION – PRICE & SERVICE
  13. 13. IMPLEMENTATION
  14. 14. MEASUREMENT
  15. 15. PITFALLS TO AVOID
  16. 16. THANK YOU

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