Chapter 4 Finding a Supplier
By this point in the book, you’re likely tuned in to the idea that my philosophy on how to have more success buying complex IT systems is to understand the supplier's motivations and imperatives at least as well as you know your own. We’re going to continue this theme now into the principles involved in finding the “right fit” supplier for you for your organisation and your project.
Understanding the Sales Cycle
In Chapter 1, we learned that the process of selling into you as an IT system customer is an extremely expensive activity. The key factor as to why this is so expensive is that, generally speaking, you – the customer – are not interested in buying IT systems most of the time. ...
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