“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• Implementation• Measurement• PITFALLS TO AVOID• CLOSE & Questions

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

• 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

SERVICE PROVIDER SELECTION

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

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

VALIDATION

NEGOTIATION – PRICE & SERVICE

IMPLEMENTATION

MEASUREMENT

PITFALLS TO AVOID

THANK YOU