Hollander N, Mirlocca N
Computer Science Corporation, Bridgewater, NJ.
Hosp Mater Manage Q. 1994 May;15(4):29-32.
The vendor demonstration is usually nothing more than a glorified sales presentation and is of little value in judging how close a fit a software package is to your company's requirements. In order to turn the demonstration from a sales pitch into a tool for determining if the package meets your requirements, you must take control of the demonstration. The way to take control is to tell the vendor exactly what you expect to see during the demonstration and that the package will be judged on whether it is shown to meet each of your requirements. The way to tell the vendor what you want to see is by use of a "script." By using a scripted demonstration, the presentation becomes a tool in the selection process.
