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

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11 REFERENCE SITES: REAL CUSTOMER FEEDBACK

‘Only a fool learns from his own mistakes. The wise man learns from the mistakes of others.’

Otto von Bismarck (1815–1898)

11.1 WHAT YOU CAN LEARN FROM THIS CHAPTER

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  • Understand the realistic objectives for the reference site phase, which might be different from your first thoughts.
  • Recognise the tools and techniques for taking up reference sites.

11.2 OVERVIEW

11.2.1 The value of reference sites

Reference sites collect important information, but sometimes also ‘soft information’ (Wiebe, 2010).

  • This helps protect your organisation from an ill-informed final selection decision.
  • It usually cannot ...

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