Chapter 5Move from a Long List to the Chosen Few
Kind of ironic, isn’t it? You spent all that time building a long list, and now you have to shorten it! Well, if you don’t want to overwhelm yourself trying to select from a few dozen candidates, then you’d better start crossing off as many as you can.
Akin to personnel recruitment, we start vendor selection with a look at each company’s “résumé.” Vendors’ résumés come in the form of corporate websites or marketing collateral and, like most résumés, do not present the full picture.
Our short list should include only those candidates that we’re semicommitted to doing business with—that is, the vendor fits a preferred profile, we haven’t discovered ugly skeletons, and the price is right. To ...
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