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If you are of a certain age you will remember the purpose of ‘a choke’, in our old 1970’s and early 80’s petrol cars. It was to increase the flow of fuel to a cold engine, to help start the engine more smoothly. Perhaps where the phrase ‘pump-priming’ may have originated. Most of us understand that that’s all about. Both are about efficiently warming up either an engine or an investment.
Partnering with a consultant, Critical Friend or supplier to expedite a project is a little like kick starting a vehicle and the process of getting to know what’s out there is the same process.
I was reminded of ‘warming up’ this last week when I was emailed out of the blue to ask if I would be responding to a portal opportunity, to help with a procurement. On one level I was surprised, on another, less so. I have never had a conversation with this organisation, done any work with them or know anyone there. With no warming up being previously done, it puts everyone at a disadvantage.
This is why I usually advocate getting to know the marketplace first, before even embarking on engaging or procuring anyone. This ensures you learn the art of the possible as well as potential budget needed. I try my best to persuade clients to know the market first, even if they have some knowledge from a few years back. Relying on old data can lead to surprises, particularly where effectively comparisons of new Cloud/browser systems, may being made with older cheaper client-server solutions, (which might by now be on their last legs, effectively declared end of life).
Note that getting familiar with suppliers and the market is encouraged in public procurement. This is to help Social Housing, Councils and others obtain best value. Once an ITT is issued however, all communication must be formal & fair to all bidders. With a lack of 'warming up', your favourite supplier might not even express interest. A single leftfield supplier might engage landing you with a broken budget. One Scottish council went out for Document Management cold and landed up with a single supplier bidding and a £5m price tag. Exceeding budget by 235%.
The Pre-Market/warming up process can also shape the build of ITT requirements, OJEU (or post-Brexit compliant) procurement, with current/future art of the possible for transformation. Also, where mandatory requirements may be specified, additional knowledge of what’s actually possible, may prevent suppliers qualifying an opportunity out, due to not being able to meet a stated red-line. Over the years, I have also seen different suppliers qualify an opportunity out, as they had no real prior knowledge of the client. Some ‘warming up’ mostly can prevent this objection, as the impression can be that other suppliers are already closer to the client & opportunity already.
Occasionally too, suppliers can feel occasionally that they are persuaded to engage in a procurement, ‘just to make up the numbers’. I have seen this when I used to work ‘on the dark side’. Personally, I never liked that situation as so much time and effort can be wasted, when there is scant prospect of progressing.
So, in summary, don’t hesitate to ‘pull out the choke’, and embrace some ‘warming up’. It might make a real difference to your modern Cloud orientated HMS or Dynamics CRM Digital platform procurement, if you are looking to work with me, or one of the system suppliers or resellers.
I will bring plenty of Ginger Nuts ☕😉
Related Post: Make a cracking success of UAT (User Acceptance Testing)
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Warm Leatherette - Trent Reznor, Jeordie White, Peter Murphy.
(c) Tony Smith, Acutance Consulting www.acutanceconsulting.co.uk 07854-655009
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