Asking the right questions

13. May 2009 by admin.

Many RFPs base the set of questions for desired functionality around their existing software’s functionality, often in a negative sense.  Questions expressed in terms of “Must be able to re-calculate an annual bill without using an external spreadsheet” usually say more about the deficiencies perceived or experienced in their current software than how thie hoped-for new billing application will work.  It leads to vendors having to answer questions with “Complies with intent” type responses, which usually mean that the question was too prescriptive to begin.  External consultants with industry experience can frame questions - and potential answers - to provide maximum benefit to those looking for new software.

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