External vendor selection
Choosing a CRM partner could make or break your project. We help you cut through the sales talk and find people you'll actually want to work with.
Finding a suitable software partner is not easy. There's a lot of slick sales talk, fast moving product demonstrations, and "she'll be right" discussions. We'll equip you with the right questions to ask.
Why it's hard
Most CRM products have a handful of large partners and a long tail of smaller ones. They all have impressive case studies, they all demo well, and their quotes are almost impossible to compare side by side.
On top of that, you're buying a relationship, not just a product. These people will be inside your business for months, and possibly years. Getting the fit right matters more than getting the lowest price.
What we do
- Build a sensible shortlist. A mix of larger and smaller partners who are likely to suit your business, your industry and your budget.
- Skip the long RFP. In most cases we'll help you start with conversations rather than a hundred-row requirements spreadsheet.
- Ask the hard questions. Who will actually work on your project? How do they manage risk? What happens when things go wrong?
- Compare quotes properly. Untangle inclusions, exclusions and assumptions so you're comparing apples with apples.
- Run reference checks. Talk to the partner's other clients about what it's really like to work with them.
- Negotiate with confidence. Get the terms, scope and price documented before you sign.
What you'll end up with
A partner you trust, a contract you understand, and a shared view of what the project needs to deliver. That's a much better starting point than a signed RFP response.
Read our guide to choosing a good CRM partner and how to spot a CRM cowboy, or talk to us about your selection process.