The Acquisition Process

Step One – Requirements Analysis & Specification

The client decides to proceed and schedules meeting for consultant with appropriate personnel. An independent analysis of existing systems and definition of current and future requirements is the first step to getting what you need. In the absence of a formal specification, which must be complemented by careful consideration of the business benefits that will accrue, it is difficult and often unwise to acquire a new system.

Step Two – Request for Tender Preparation

Consultant prepares request for tender and offers advice on prospective suppliers, who are each rated as to suitability/ability to meet agreed needs. Buying a system can be time consuming and confusing. Preparing a formal introduction to the organisation and its needs, specifying what is required and the basis on which your decision will be made, can not only save you significant time during the buying process, but also ensure that you acquire what is actually needed, rather than what each individual supplier would understandably want you to buy.

Step Three

Formal meeting to review Request for Tender and decide, based on independent and impartial advice from David Riggall, which suppliers to invite to tender.

Step Four – Systems Acquisition & Consultancy

Having spent 20 years in sales with suppliers of systems (10 years with IBM and 10 years running his own PC dealership) and having advised a number of ICT suppliers in more recent years, David's experience and insight can prove to be particularly helpful at this stage.

Consultant receives responses and produces individual assessments and a report for a short-listing meeting. Client decides which suppliers to short-list and also, again advised by the consultant, who within the organisation will be involved in the subsequent evaluation of those preferred at this stage of the process.

Choosing the right systems, service and support from the right suppliers is one of the most critical purchasing decisions made in business. Unfortunately, the cost of getting it wrong can often be many times the actual price paid for the equipment, software or service.

Step Five

Evaluation team members, with or without ongoing involvement of the consultant, accept/attend demonstrations, visit the favoured supplier's/suppliers' offices and also visit a number of customers who are using the actual systems proposed.

Step Six

Final decision is made, again, with or without involvement of consultant.