Turbocharge your vendor software selection decision and ROI

What's really behind a prospective vendor's door?

How to Choose Business Software

Two Approaches to Vendor Software Selection

Traditionally, Request for Proposals (RFPs) were the primary method for gathering vendor information. Decades ago, the Internet didn't exist, and vendors closely guarded their customer lists. RFPs were the primary option for gathering vendor information to make an informed decision.

Today, with abundant online and AI-driven resources, decision-makers face a different challenge: information overload rather than scarcity.

To navigate this complexity, consider one of two vendor selection approaches:

Enhanced RFP

A structured, stage-gated approach using procurement teams as intermediaries between organizations and vendors. Early diligence focuses on software requirements, with a linear evaluation process leading to a final vendor recommendation.

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Just in Time Decision Evaluation (JITDE™)

A collaborative, adaptive selection process that prioritizes interactive dialogue, minimizes paperwork, and accelerates decisions through ongoing research and networking.

A Deeper Look at JITDE™ Enablers

Early Diligence

JITDE™, also known as the Brief-Based Approach, begins with thorough research that focuses on core needs, minimum vendor requirements, and direct engagement with vendors.

Artificial intelligence is employed to identify and rank the best vendors that meet your specifications. Engage the top three vendors as part of your evaluation process.

This filtering method ensures that only the most suitable vendors receive a Request for Proposal (RFP) or Brief (a streamlined version of an RFP), significantly saving time during the evaluation and selection process.

80/20 Thinking

Based on the Pareto Principle, JITDE™ applies 80/20 thinking to vendor selection:

Vendor Summits

JITDE™ accelerates selection through an intensive three-day vendor summit, refining final choices to three or fewer vendors.
Key summit activities include: 🔹 Vendor Interviews 🔹 Live Software Demonstrations 🔹 Leadership Discussions 🔹 Contract Negotiations Parallel workstreams, led by cross-functional teams, ensure efficient decision-making.

Parallel workstreams, led by cross-functional teams, ensure efficient decision-making.

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Comparing Vendor Evaluation Approaches

Feature Enhanced RFP Modern JITDE™
Duration 8+ months 3 months
Process Linear, stage-gated, paper-based Nonlinear, concurrent, interactive dialogue, experience-based
Transparency Share equally with all vendors throughout the RFP response to maintain a level playing field Share equally at the beginning and allow vendors to differentiate themselves
Vendor Pool Many vendors Up to three vendors
Diligence Focus Software requirements, many trivial needs Early in-depth diligence, the vital few, and differentiating capability needs
Driving Force Procurement-driven, sales-focused Business-driven, business outcome-focused
Dialogue Back-end loaded, enables obfuscation Front-end loaded, enables clarity
Key Activities RFP, Demos, Site Visits Vendor Summits, 80/20 Thinking, Early Diligence
Culture Rigid change Flexible and adaptive
Thinking Inside-out Outside-in; Inside-out
Emphasis Proposal scoring Partner dialogue experience and scoring