Lexicon Systems, LLC Blog

lex'•i•con: the vocabulary of a branch of knowledge. Thoughts on environment, health & safety (EHS), sustainability and information technology to support them.

Multiple vendor interactions essential to software selection process

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Earlier this month I facilitated a series of software demos for an energy client. This was not the first time that the software vendor interacted with the stakeholders, or vice versa. We had several email communications, conversations and Web meetings among a core group of vendor and client representatives before the vendors ever set foot on site.

Selling software is about relationships and understanding needs. These interactions—in concert with a few critical documents—helped the two parties to understand each other, and helped to set both parties up for success.

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Author: Jill Barson Gilbert

Founder, President & CEO of Lexicon Systems, LLC, an independent management consulting firm in Houston, TX. Thought leader on environment, health & safety (EHS) and sustainability software. Trusted advisor on strategic planning and strategic marketing issues.

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