The Complex Buying Process (Part II)
Summary
This month, I’ll cover the journey from signing the contract for a solution to the successful implementation that leads to the desired benefits and positive outcomes. Signing The Contract Is A Great Milestone, But It Is Not The End Of The Process First, let me speak to technology solution providers, vendors, and salespeople. That’s a good start, but you should not sign without at least a high-level project plan that includes general timelines, anticipated roles, and an understanding of how you intend to handle cost overruns. Ideally, they should be part of your Stakeholder Alignment and Executive Leadership activities before you sign a contract A solid technology solution provider will understand this and help you through this process. If a group starts to get cold feet because the project isn’t fulfilling the anticipated benefits, you may end up with detractors along the way that can undermine success.
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