Jon W. Hansen It seems that many vendors underestimate the importance of their unique selling proposition and how it matches our needs and set them apart.
– To make a decision and defend it to top management, we as procurement professionals need clear, compelling evidence of value. Many vendors are beginning to recognize this and ask us for our input to improve their presentations, offers, and demos.
– I also recommend using an Agile Procurement Approach for selecting suppliers. That allows us to work out complex IT projects more efficiently and effectively with the right vendors, delivering meaningful results faster.
Well, let’s start off with what problem-solving isn’t.
It isn’t a features, functions, and benefits demonstration of technology
It isn’t a “generalized”; this is a how much you can save or a vague percentage range
It has nothing to do with Solution Maps or Magic Quadrants
It isn’t press releases about new contract wins or industry awards
So, what is it about?
Problem-Solving!
What Does Problem-Solving Look Like?
The following video excerpt is from a demo session with what I consider an up-and-coming solution provider; you will be well-advised to pay attention to this solution provider because they are an AI operating system for ProcureTech front-end solutions. (NOTE: 75% to 85% of the logos on solution maps are front-end solutions.)
Instead of plowing into a PR/Marketing-driven Tin Men or Glengarry Glen Ross sales pitch, Matchory’s Mark Masterson asked me the following – Jon, tell me about yourself.
With this simple, non-chest pounding, we have a great solution that will solve all your problems; spiel I, a prospective client, had been given the podium and an opportunity to explain my view of problem-solving.
How many solution provider demonstrations start with a question? Conversely, how many practitioners are ready to speak first and talk about their challenges—both known to them and unknown? You will see in the video what I mean by unknown because almost every project is derailed by what you, as a practitioner and provider, don’t know!
Procurement Insights 
Problem-Solving, Agent-Based Modelling And What A ProcureTech Demo Should Do
Posted on October 17, 2024
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Jon W. Hansen It seems that many vendors underestimate the importance of their unique selling proposition and how it matches our needs and set them apart.
– To make a decision and defend it to top management, we as procurement professionals need clear, compelling evidence of value. Many vendors are beginning to recognize this and ask us for our input to improve their presentations, offers, and demos.
– I also recommend using an Agile Procurement Approach for selecting suppliers. That allows us to work out complex IT projects more efficiently and effectively with the right vendors, delivering meaningful results faster.
Vera Rozanova MBA, MCIPS Chartered, MEng (Hons)
What Is Problem-Solving?
Well, let’s start off with what problem-solving isn’t.
So, what is it about?
Problem-Solving!
What Does Problem-Solving Look Like?
The following video excerpt is from a demo session with what I consider an up-and-coming solution provider; you will be well-advised to pay attention to this solution provider because they are an AI operating system for ProcureTech front-end solutions. (NOTE: 75% to 85% of the logos on solution maps are front-end solutions.)
Instead of plowing into a PR/Marketing-driven Tin Men or Glengarry Glen Ross sales pitch, Matchory’s Mark Masterson asked me the following – Jon, tell me about yourself.
With this simple, non-chest pounding, we have a great solution that will solve all your problems; spiel I, a prospective client, had been given the podium and an opportunity to explain my view of problem-solving.
How many solution provider demonstrations start with a question? Conversely, how many practitioners are ready to speak first and talk about their challenges—both known to them and unknown? You will see in the video what I mean by unknown because almost every project is derailed by what you, as a practitioner and provider, don’t know!
Watch the following video:
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