Page 14 - IEC Insights Sept-Oct19

FEATURE

It’s important to keep in mind that you’re not just purchasing

software; you’re essentially buying a relationship with your vendor.

If their “family” doesn’t align with what you’re looking for, the

vendor might not be the best fit for you.

to the training process taking longer offer adequate support after the what you want the next one to five years
than anticipated. It could also be that, sale’s complete, they might not be to look like working with your vendor.
even though the software has the looking after your best interests.
features that you need, it doesn’t have Like a romantic relationship,
enough of the features that you want. It’s important to keep in mind communication is still just as vital during
that you’re not just purchasing the Commitment Stage to ensure that
Know what your deal breakers are, but be software; you’re essentially buying both you and your partner maintain
sure to evaluate whether they really are a relationship with your vendor. If a similar vision for the future.
important enough to end the relationship their “family” doesn’t align with
over and not just wishlist items that won’t what you’re looking for, the vendor
improve your business or processes. might not be the best fit for you. CONCLUSION
Just because software looks good or has
“cool” features doesn’t mean that it’s the Finding a software vendor is easy, but
best option for you—especially if it can’t 5. COMMITMENT finding the right software vendor takes
handle the actual needs of your business. time. By realizing the stages of the
The Commitment Stage occurs just prior relationship that you’re progressing
to purchasing the software or signing through with your software vendor,
4. STABILITY a contract with your vendor. You might you have a better chance of keeping
your feelings in check to make sure
be at the point of starting to plan for
If you move forward from the Reality training or on-site visits as you’re ready that you’re committing to the best
Stage with your vendor, you end up in to take the relationship to the next level. partner for your business, not just the
the Stability Stage. The good news is There’s a sense of trust between you hot new thing that caught your eye.
that if you make it here, your relationship and your vendor that, together, your
has a fair chance of lasting a long time. businesses can reach new heights.
Steve Antill is VP of business
Like a romantic relationship, the During the Commitment Stage, it’s a development at Foundation Software
Stability Stage is also the time when good idea to look at the long-term and Payroll4Construction.com, where he
you should meet the important people plans for you and your software vendor. leads the charge for continual revenue
in your vendor’s life — namely, the Having already assessed how well their growth, including new entry points into
key members of the company that plan fits with yours, now’s the time to the market to serve contractors. He invests
much of his time building partnerships
you’ll be working with: from the initial work together to write your roadmap to and relationships across the construction
training and onboarding staff to the the future with their products, services industry with contractors, CPA firms,
team responsible for ongoing support and support. This includes looking at associations and technology vendors. Over
after the implementation is complete. their development pipeline as well 20 years, he’s led more than 1,000 software
Learning about these resources can also as recommended checkpoints for selections and implementations for
be useful in making a final decision to continuing education and consulting. contractors of numerous sizes and trades.
commit to a vendor. If a vendor is only Begin to make these plans concrete, and santill@foundationsoft.com
looking to seal the deal and doesn’t write down a shared understanding of (800) 246-0800

12 Insights Magazine | September/October 2019 | www.ieci.org