Posts Tagged ‘Request for Value’
Writing down what a purchase has to produce before any vendor is asked for anything.
In the book: Chapter 7: Value Is Not Promised; It Is Proven (2) · Chapter 11: Outcome Credibility Markets (1) · Chapter 15: The Value Lattice System (2) · Chapter 16: MAVEN: Controlled Evaluation (1) · Chapter 18: VITAL: How Sellers Operate Within Governed Systems (1) · Chapter 21: Decision Artifacts That Govern Outcomes (2) · Chapter 22: Embedding Buyer Governance (1) · Chapter 23: The Future of Value (1)
Analyst Ratings Rank Vendors on Criteria You Didn’t Choose
Market ratings are getting better at telling buyers which providers deliver. None of them can tell a company whether its own purchase did what it was bought to do.
Read MoreWhen a Purchase Disappoints, the Original Claims Are Missing
When a purchase disappoints, the standard advice is to return to what was promised before the commitment. It only works if someone wrote those promises down in a place the review can find.
Read MoreAgree on What a Purchase Must Produce Before You Sign
Writing down what a purchase has to produce settles a disagreement every deal has anyway, and settles it before anyone signs.
Read MoreHow Your Vendors Will Respond to a Request for Value
The objections are predictable, a few of them are fair, and the vendor with real results has the most to gain from the page.
Read MoreAn IT Standard Once Required Saying Whether Investments Paid Off
ISACA once published a standard whose last process required a verdict on whether an investment delivered its value. It no longer stands alone, and the obligation it carried has no home.
Read MoreIndustry Roundtables Can’t Define Value for Your Purchases
An invite-only gathering of senior value leaders can settle what trusted outcomes mean for the people in the room. Only a standard the buyer publishes settles it for everyone who was not invited.
Read MoreAn ‘Open’ Standard for Value and Pricing Models Is Vendor-Run
A specification for computable value models is free, open, and properly licensed. Its governance still sits with a vendor whose commercial thesis is on the roadmap. A free license settles who may use it and leaves open who decides what it says.
Read MoreDefine Success Before the Vendor’s Product Defines It for You
A tool arrives with a definition of value already built in. If the buyer has not written one first, the tool’s definition becomes the buyer’s by default.
Read MoreYou Don’t Need Your Own Platform to Check What Purchases Deliver
Governing value through a standard beats building a proprietary architecture you then have to defend, because a standard cannot be embedded, rented, or walked out the door.
Read MoreYour Rules for Judging Purchases Go With You to Your Next Job
Buyers carry what worked to their next company. A published value standard is the most portable thing they own, and it travels with them while the vendor relationship stays behind.
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