Communicating clearly is important in every life situation, but failing to be candid with suppliers in software negotiations can be hugely time consuming. When evaluating products from different suppliers, it can be tempting to leave options open. It is easier to shy away from telling a supplier that you are not interested in their products than to give them the unwelcome news that they have no chance of being selected. Having multiple options increases competition and leverage, right?
Whilst it might make sense in some software negotiations to keep a supplier in the selection process to give an impression of competition where there is none. However, that is not fair on the supplier and it is usually a waste of your time. The phone calls, the questions, going through the formalities with the supplier (whether as part of a formal sourcing project or not) is all a waste of your time – time you could usefully spend on evaluating the suppliers with whom there are real business opportunities.
Learn to communicate clearly and concisely with suppliers in software negotiations. When you say no, mean it and say it (better still, write it) clearly so that the supplier is in no doubt about the message.
“The single biggest problem in communication is the illusion that it has taken place.” George Bernard Shaw
Image credit: JUST SAY NO by Marc Falardeau, Creative Commons, Flickr.com