A BUYER'S GUIDE TO A RISK MANAGEMENT INFORMATION SYSTEM 11
REFERENCES
An often-overlooked step is to contact several references
for each of the finalist suppliers. Getting candid feedback
on the experiences that others have had with your potential
vendors may be helpful in your selection process or in final
negotiations. Many people find that making a cold call on
someone that they don't know can be difficult. To make that
easier, it is a best practice to have a common set of scripted
questions to ask each reference.
R E F E R E N C E Q U E S T I O N S
Below is a common question set as a starting point.
• How long have you been a client of {Vendor Name}?
• Speaking of the support services, not the software solution right now,
> What would you say are the three strengths of {Vendor Name}?
> What would you say are the three weaknesses of {Vendor Name}?
• Did you find that the software solution of {Vendor Name} met your
needs once it was fully implemented?
• Did you experience any unexpected problems in the implementation
process? If so, what were those surprises?
> How did {Vendor Name} respond to those surprises?
> Were the {Vendor Name} responses satisfactory, in your opinion?
• Did {Vendor Name} develop a strategic plan with you for the optimal
use of their system to best meet your long term needs?
• On a scale of 1 – 10, how would you rate {Vendor Name} client services
> If above is below 7, why?
• If you were in my position as a prospective client of {Vendor Name},
what cautions would you advise me of that I may not think of asking?
• What was your company's experience with contract negotiations with
{Vendor Name}
> Was {Vendor Name} flexible?
> Was {Vendor Name} promptly responsive to your contract
comments?
> Did you have any large surprises in the contract negotiations?
A BUYER'S GUIDE TO A RISK MANAGEMENT INFORMATION SYSTEM 11
