Buyer beware! 5 warning signs in an LMS sales pitch
In the current environment, many organisations are chasing the same sales opportunities...
So, how do you distinguish a provider who is 'there one minute and gone the next,' from the provider who's with you for long-term success? Here are my top five nuggets of advice:
- Beware of the account manager who overpromises and under-delivers. If your provider hasn't gained a good insight into your business, the likelihood is they'll sell you a product based on their quota rather than your business needs. This approach can lead to disastrous results and often sees the initial investment spiralling out of control!
- Pin down details. Is it clear from the proposal what the platform includes and doesn't include?
- Consider the credibility of the account manager. Are they from a sales or L&D/operational background?
- Explore their track record. Can the account manager provide examples and demos of how they've met similar challenges with their other clients? If they don't know or can't show you – this should set alarm bells ringing!
- Look at the Service Level Agreement (SLA) and partnership approach they take. Are they interested in having you as a client/business partner? (And therefore actively committed to making your business successful.) Or are you one of several clients? (Which can mean they'll prioritise their attention according to their objectives.)
In a buyers’ world, quality rules over quantity. So look to work with a provider who understands the value of win-win outcomes rather than win-win outputs. As Franklin Covey once said, 'Trust is formed at the congruence of competence and capability.'
That's what it comes down to when choosing a learning technology provider: you need to build a relationship with a partner you can trust, someone who can adapt and support your ever-changing learning needs in the long term.
But choose wisely, and you can look forward to reporting your success in ever more meaningful ways - thus demonstrating the value of Human Capital Management in workforce acquisition, workforce management and workforce optimisation.