I was recently helping a client of mine with an AMS system selection. After a thorough review of needs and potential systems, my client chose a vendor that she felt was their best match.
The vendor was very pleased to hear that they had been selected. But rather than immediately signing a contract, the vendor responded that they wanted to do a deeper review of two specific functional areas my client needs, in order to ensure they can in fact address these needs. This comes after a full RFP process and demos (so it’s not as if the vendor is coming in cold).
My client’s reaction was one of very pleasant surprise. As she put it, “I didn’t know anyone still did business like that these days!”
The simple act of the vendor saying “No, we can’t sign yet, until we’re absolutely sure we’ll be right for each other” has engendered a level of trust between my client and the vendor that is sure to go a long way. In the worst case scenario, the vendor decides that they cannot serve my client, and they part as friends. Even in that case, you can be sure my client will speak very highly of this particular vendor.
A small gesture, but a smart one.
“We came to Wes because we were very frustrated with our existing AMS and we wanted to improve our capabilities as soon as practicable. Wes very quickly helped us through a process of identifying our needs, identifying potential vendors, and selecting a new system that we’ll be able to move into very quickly. I especially appreciated Wes’s candor about our processes as well as the systems we were looking at. He was a great resource to have in a period of high anxiety for our organization. I would highly recommend Wes for any similar project.”
Mary Pat Paris, Executive Director
International Registration Plan
“This is the second database implementation we’ve done since I have been at Western Arts Alliance (WAA). The first I did on my own. This time we engaged Wes Trochlil as our database planning consultant. Let me tell you, this process is a whole lot easier having Wes on your team! For a small association like WAA, it’s tempting for board and EDs to question the justification and expense of a database planning consultant. But it’s the small associations that need Effective Database Management the most. Wes strengthened our planning process, clarified our needs requirements, helped us steer around solutions that couldn’t meet our objectives, and saved us money in the long haul.”
Tim Wilson, Executive Director
Western Arts Alliance