1. “HOW TO CHOOSE THE RIGHT
TECHNOLOGY
PARTNER & IMPLEMENT A NEW ATS”
REBECCA
PALMER
LISA SCALES

2. Content
• PLANNING
• Review
• Prioritisation
• SERVICE PROVIDER SELECTION
• Evaluation
• VALIDATION
• Negotiation
• Implementation
• Measurement
• PITFALLS TO AVOID
• CLOSE & Questions

3. TO START WITH……WHY?

4. PLANNING

5. REVIEW

6. PRIORITISATION

7. PRIORITISATION
• ASK the vendor to respond to A WELL LAID OUT
PRE QUALIFICATION QUESTIONNAIRE
• Avoid the trap of omission
• Commit the time TO EVALUATE
NB always give the vendor opportunity to say
“what else” or ROOM FOR THEM TO SUGGEST IDEAS
– MAKE them become advisors NOT SALES PEOPLE

8. SERVICE PROVIDER SELECTION

9. EVALUATION
BEFORE MEETING
• HAVE THEY FULLY REVIEWED THE
REQUIREMENTS
• FULLY Understood YOUR NEEDS
• CAN DEMONSTRATE THE SOLUTION TO
CRITICAL NEEDS
ALWAYS GIVE THEM AN “OUT” AT THIS STAGE

10. EVALUATION
MEETING
• PRESENTATION > BEWARE SALES PITCH!
• LIVE DEMO > MAKE SURE YOU ARE SET UP FOR THEM
TO DO THIS
• ASK SALES PERSON TO PERFORM DIFFERENT TASKS
FROM NORMAL DEMO >THIS WILL tell you A LOT!
• QUESTIONS> DIVIDE IT UP INTO DIFFERENT SECTIONS

11. VALIDATION

12. NEGOTIATION – PRICE & SERVICE

13. IMPLEMENTATION

14. MEASUREMENT

15. PITFALLS TO AVOID

16. THANK YOU