Situation
A company with sales teams spread out in 11 branches across Spain has decided to implement a CRM. The IT Director says he knows an implementation company whose director is a friend of his. He maintains that they are very professional and have experience in the sector.
Diagnosis
The Managing Director does not know whether to follow the IT Director’s suggestion. Although he values the trust that could exist between the implementation team and company staff, he does not know how the IT Director will face up to the situation if the implementation does not work out.
Solution
A Request for Proposal (RFP) is prepared, it is put out to tender, and several implementation companies which have a relation to the client company are invited to bid. Aspects taken into account include, among other things, the references provided by each candidate, the ability to execute a project at national scale, and for the finalists, the results of interviews with potential project managers.