Does your organization need to consider a new Constituent Relationship Management (CRM) system? Is CRM Selection on the table? Have you explored the market? Secured responses to an RFP? Conducted demonstrations? Starter or even completed conversion to the shiny new CRM?…. only to find you didn’t get what you needed? Or, you got to the 20 yard-line? Or, you now need to buy another application or two to get whole? Welcome to the club.
Too often in these processes, organizations drink the “sales kool-aid” from vendors, get “wowed” during demonstrations, and are left with an 80% solution, locked in due to fine print during a CRM selection process. Two of my clients are dealing with this issue right now, as in, today...a dozen or so face it each year. My company Zuri winds up parachuting in to way too many problem implementations due in part to these fine print situations.
What’s the solution? How do you protect your organization during the selection process while helping to ensure success long-term? Here are five key considerations:
- Bluntness and Discipline. Don’t mince words with your vendors. Record and remind them of what they promised. Stick to your guns, the script, and the schedule. This also means you need to watch out for scope creep so you aren’t the cause of delays, bottlenecks, or wishful thinking.
- Zealous Advocacy. Remember that you are your organization’s best line of defense to avoid being sold on sub-par solutions. Ask for the moon. Expect great results. Don’t accept that first or second “no” from a vendor. But, follow the plan that is in place and persuade your colleagues to get on-board.
- Red-Lining. Never sign a contract before a careful review. If there are terms that are unclear, get your red pen out and mark up the document. Watch for broad or simplistic language like “will be completed in a standard fashion”. Nope! Instead, mark those up to read “…in a fashion accepted by [insert your organization’s name]”.
- Skip/Script the Sales Pitch. Bright, shiny sales pitches often get us into this mess. Don’t allow the vendor to show you the sizzle and ignore the steak. Instead, script the vendor’s demonstrations to prove that gift processing, prospecting, direct response, stewardship, and analytics work actually work in the proposed solution.
- Heed the Advice of Others. Finally, make sure you listen to what references (or lack thereof) are telling you. A vendor that states “we only share references during the contracting phase” probably have a lot to hide and hope you’re too far down the path with them to pull out. So, make those calls and then circle back to vendors to resolve the gaps in the pitch versus the performance.
That last thought is a little self-serving. This sort of CRM Selection counsel is what we do everyday. I’d submit we’re pretty good at it. So, if Zuri can help, drop me a line (and hold me to these same points!). Good luck.