Demos -- How to Win the Deal By Melissa Swartz

As consultants, we see a lot of demonstrations as we work with our clients to find the best solution for their needs. Most of these are not at an Executive Briefing Center; they are done "out in the field". Typically the system is presented at a location that is local for the client by people whose jobs are not centered solely on system demonstrations.

Here is a true story of three demonstrations that were given to our client. The client had a committee of 8 people (a combination of IT staff and business users) who were tasked with making the decision. After issuing an RFP and evaluating responses, they had narrowed the field down to the top three contenders who were asked to present their systems. Each company was provided with the same agenda outlining the topics that the committee wanted to cover, along with a time frame for each topic indicating the relative importance to the committee.

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