It's a common error. Some companies and organisations opt for the 'safety in numbers' approach when selecting a supplier - the larger and more influential the portfolio of clients the better the prospect of success.

60 seconds - Size definitely isn't everything and trusting in face value could be a serious mistake. A supplier with a high profile may demonstrate more users but they are not necessarily satsifeid users. They may be 'locked' in to a system where they can't get out and where it is impossible to negotiate a better service or costs. As a large supplier they will have plenty of users in which case you are in a better position to elicit a broader range of comments.

48 seconds - Did you check a selection of users to determine levels of satisfation?

42 seconds - Are existing customers experiencing difficulties?

38 seconds - Do they know something you don't?

34 seconds - Get in touch with user groups - they will be the first to pick up on any problems.

30 seconds - Check out the minutes from the last user group meetings. These will tell you a lot, highlighting any significant problems with the system.

25 seconds - Look at the companies who have only just started to use the system. This will indicate teething problems and the degree of support offered by the supplier to correct the problems.

15 seconds - Ask questions and check their answers to questions that deal specifically with those aspects of performance that are most important to you. If users are involved with different versions of the system what risk does this entail? You should do your homework on one of the most important assets you will ever have. Never has the maxim been truer: if you want to speak to an expert first you've got to find one. And that's the tricky part.

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