the editor

EDITOR'S COMMENTS

2nd September 2010

Choosing a suitable vendor to supply an accounting or business system is a decision riddled with pitfalls.  Historically the ‘Invitation to Tender’ or ‘Request for Proposal’ route has been the preferred approach but seems increasingly irrelevant when cast against the backdrop of in growing systems complexity and highly configurable packages.  Suppliers become frustrated by the weighty documents that they are expected to answer and potential buyers find little value in the bland responses such a document encourages.  In practice neither party comes away satisfied that the requirements are fully understood, yet the stakes are very high.  Suppliers stand to lose profitability and potential customers feel exposed to hidden costs arising from misunderstandings and incompletely defined needs.  So is there a better way?  For some vendors and in certain situations, the ‘Proof of Concept’ (a form of rapid application development) provides a helpful alternative to the long-winded Invitation to Tender route.  This week we explore the benefits of such an approach sharing experiences with the management of Tagetik who make widespread use of the technique to help customers and themselves gain certainty around a project before work commences in earnest.

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