#FIRMday Oct 22nd London - Capp Lloyds Early Talent Strategy
#FIRMday Manchester 27 Sept 13 How to Choose the Right Tech-ATS Partner, Lisa Scales, Tribepad &...
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Transcript of #FIRMday Manchester 27 Sept 13 How to Choose the Right Tech-ATS Partner, Lisa Scales, Tribepad &...
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“HOW TO CHOOSE THE RIGHT TECHNOLOGY
PARTNER & IMPLEMENT A NEW ATS”
REBECCA PALMER
LISA SCALES
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Content• PLANNING• Review• Prioritisation• SERVICE PROVIDER SELECTION• Evaluation• VALIDATION• Negotiation• Implementation• Measurement• PITFALLS TO AVOID• CLOSE & Questions
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TO START WITH……WHY?
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PLANNING
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REVIEW
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PRIORITISATION
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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
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SERVICE PROVIDER SELECTION
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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
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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
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VALIDATION
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NEGOTIATION – PRICE & SERVICE
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IMPLEMENTATION
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MEASUREMENT
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PITFALLS TO AVOID
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THANK YOU