“I have a lot to learn about NASCAR. But I’ve learned if you have the right people in the right places doing the right things, you can be successful at whatever you do.”
During a vendor presentation, you will almost always see the “NASCAR page” in their promotional material. It’s the page where they show the logos of all their past (or current) customers. They should feel rightfully proud that they have provided valuable services to so many customers.
But if you’re selecting a vendor, not all of these logos will be relevant to you. Many of the past customers will have used a completely different sub-set of the vendor’s products/services, their technology set is different, their business sector and target market may even be vastly different.
As the evaluator, it’s important to try to identify the customers that are most similar in nature to what you’re seeking to implement. These are the customers that you may wish to seek reference checks from. Or perhaps it is these customer’s projects that you can build your line of questioning around.
How have you used past clients as a means of selecting your preferred vendor in the past?