marketing software vendors
Five Easy Steps for Preparing to Change Software Vendors
Change is good. It’s also hard to do sometimes. Especially when it comes to changing outsourced software development vendors. And while you don’t want to hurt anyone’s feelings, you also don’t want to go out of business because your projects are taking a backseat to your vendor’s other, seemingly more important, affairs. Whether it’s happening because the people originally assigned to your account have been shifted elsewhere or are no longer with the firm, or it’s simply a case of incompetence, you’re starting to feel like a hostage. This is where you need to take action. Here are five simple steps to do just that.
The first step is to “establish your desired state.” Take a deep breath and then think back to what your situation was like before you signed up for outsourcing software development to this vendor. What were your goals and what are you doing now to reach those goals? Are you working with others who support those goals? Get back to square one by following your corporate strategy and then outlining department objectives that mesh with that strategy. This, in turn, will raise morale, give your team with a must-have prioritization tool, and save you months of lost time.
Step two requires “assessing your current state.” Is it possible that those closest to you as well as your team know something that you don’t? If you’ve had moments of defensive behavior when someone comes up with a well-intentioned suggestion, it may be time to take stock of the situation. Start with a basic best practices analysis and follow it up with interviews with managers and end users. The insights you’ll gain into how your company and practices are being perceived will be invaluable.
Step three involves “establishing costs to meet your desired state.” Taking stock of the disparity between your present and desired states will shed some very important light on what you’ve known all along. And that is, while it will take some work, the costs associated with improving your situation are nothing like the price you pay for allowing yourself to be taken advantage of.
Step four is “securing peer buy-in.” Now that you’ve seen the light, you’re poised to share the good news. The cost of changing vendors or redefining expectations with them is, without a doubt, a lot more manageable than you thought. The knowledge you’ve acquired has fueled your confidence level, making it a breeze to convince your team to join you in strengthening your company’s profile.
The fifth and final step is “researching the market and creating a vetted list of choice vendors.” You’re job is to talk to current and former colleagues, reach out to professionals you’ve met in your travels, and find out what outsourced software development vendors your competition is using. In short, do whatever it takes to create a target list of vendors. With your cost analysis data and strategic plan in place, you are now in a position to conduct informed vendor interviews. Check references thoroughly by requesting client contact information and following up with the prospective vendor’s current and past clients.
Following these five steps will help calm the nerves and pave the way for a winning plan of attack. However, the most important step is to not attack yourself for feeling overwhelmed. It’s perfectly natural, especially since you’ve made a significant investment in the current partnership and your credibility is on the line. Whether you go the clean break route or redefine the relationship with your software outsourcing company vendor, it is possible to prepare yourself for success and make a change.
About the Author
Accelerance was founded in 2001 to help companies quickly build great software applications and products in the most risk-proof and cost-effective way possible. Today, the company offers a variety of tools, processes, products, consulting and coaching designed to simplify working with companies offering offshore software development, near-shore and onshore outsourcing vendors and other related services. One of Accelerance’s most valuable properties is its network of prescreened, pre-qualified experts, global IT offshoring partners and software development vendors in over a dozen countries. In addition to providing access to this vendor network, Accelerance also guides its clients through contract negotiation, offshore engagement set-up, and on-going software development.
I work for an IT solutions firm and need marketing help.?
IT solutions firm specializes in Networking services, product/software development, IT staffing (full time & consulting), IT outsourcing, and reller of hardware/software.
Besides making calls to businesses, explaining our services, and getting no where, does any one have any tips for a beginner in the sales department?
I started looking into becoming a third party vendor for other businesses/corporations but the company is mostly looking for local small – medium sized businesses.
I also am looking into whether I can become affiliated with a business development company, so that they can offer my services to businesses that would benefit from the cost savings that my company offers.
I hope this is detailed enough! Any help from veteran sales people, (or just someone with a good idea) would be greatly appreciated.
THANKS GUYS/GALS
You have not indicated where you operate from. Besides you are covering the entire gamut of IT services. What you need is identify one area to focus on.
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