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Off-The-Shelf IT Solutions: A practitioner’s guide to selection and procurement by Martin Tate

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10 DEMONSTRATIONS: PROVING THE FIT

‘Who are you going to believe, me or your own eyes?’

Chico Marx (1887–1961)

10.1 WHAT YOU CAN LEARN FROM THIS CHAPTER

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  • Understand the vital role that demonstrations play in building confidence in the suppliers, the software products, the project process and indeed your evaluation team.
  • Grasp that the people make more difference than the technology, by this stage.
  • Recognise the risks with demonstrations, including appreciating some mitigating actions.
  • Identify a selection of techniques for managing the demonstrations.

10.2 OVERVIEW

If you have a free choice, two is a good number of demonstrations (although ...

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