Emerald Group Publishing Limited
Copyright © 2000, MCB UP Limited
Have you been through a major software purchasing exercise recently? I have just completed one and am half way through another. I am talking about software packages costing in the region of £250k to £500k. Obviously, when spending that amount of money, you want a thorough job - but the whole process is extremely wearying. This is because the suppliers want to give you the marketing message - not the facts. Digging behind the scenes - specifying the tender document in such a way that it forces them to answer your question, evaluating the product, arranging visits to reference sites - takes so much time and effort. Buying other products and services of the same value does not seem to be such a painful experience and I am sure software buying need not be. The industry (i.e. the suppliers) seem to have more control than the customers - and we (collectively) let it happen. Why?