The document discusses best practices for selecting new software. It advises organizations to carefully consider their specific problems and needs before looking at potential solutions ("shiny objects"). When evaluating vendors, the document recommends creating a thorough request for proposal, verifying vendor claims, speaking to existing customers, and ensuring a good "chemistry" and long-term fit between the organization's ongoing needs and the vendor's support. The key is to select software thoughtfully to solve real problems rather than being enticed by flashy options.

1. 11 Canal Center Plaza, Alexandria, VA 22314 T 800.663.7138 F 703.684.5189 www.robbinsgioia.com
Just Pick aVendor and Go! Oh, No!
Sandy Sears
04/20/2016

2. 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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3. 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

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Which Comes First?
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jinavie.tumblr.com

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What Problem(s) AreYouTrying 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

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Off to the Showroom!
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www.clutchd.com

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NO! Wait!
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commons.wikimedia.org

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What DoYou Really Need?
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www.automoblog.com
carscoopblog.com

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What is Mandatory, Optional, Nice-to-Have?
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danielkrull.deviantart.com
www.automoblog.net
commons.wikimedia.org

10. Confidential and Proprietary ©2015 Robbins-Gioia, LLC
WhatVendors Might MeetYour Needs?
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11. Confidential and Proprietary ©2015 Robbins-Gioia, LLC
Never Underestimate the Impact of “Chemistry” with
YourVendor
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toughtbubble.blogspot.com

12. Confidential and Proprietary ©2015 Robbins-Gioia, LLC
PretendYou 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

13. Confidential and Proprietary ©2015 Robbins-Gioia, LLC
Be Aware ofYour “After Market” Needs
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14. Confidential and Proprietary ©2015 Robbins-Gioia, LLC
The Moral of the Story
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15. Confidential and Proprietary ©2015 Robbins-Gioia, LLC15
Thank you!