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Sticking to the Script

As stated repeatedly in this column, one of the most important things a carrier can do in a software/vendor selection process is to create opportunities for the competitors to perform. Simply asking q

By George Grieve | Updated on November 30, 2008

“Shop Talk” intermittently returns to the software selection process outlined in the inaugural column, titled “Hell Is Not a Night Club,” which amazingly was published almost two years ago. Step four of that process, which is the topic for this month, is to execute a “scripted demo”: what it is, why it is a good idea, and how to do it.

As stated repeatedly in this column, one of the most important things a carrier can do in a software/vendor selection process is to create opportunities for the competitors to perform. Simply asking questions, watching demos, and talking with references, no matter how thoroughly searching, cannot give you a real and complete understanding of a vendor and its software’s capabilities (and limitations). Performance–the act of delivery–is the only way to assess the capabilities of one vendor vs. another. So, creating opportunities for vendors to deliver is an important part of the software selection process.

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