How to Work with Construction Software Salesmen

As is true with any important business system selection process, finding a reputable construction software company with dedicated, knowledgeable, proactive sales people can be a difficult endeavor.

However, doing some up-front homework can help to minimize risks and provide promise for a successful selection, design, and implementation process.

Selecting a good software system always means more than making random selections from local Yellow Pages!  Some of the most important aspects for making such a selection are as follows:

Do some online research into the topic of Construction Management Systems, so you understand what options and functionality are most commonly incorporated in the most common and most recognized software packages; i.e., those designed for enterprise-wide integration.

Talk with some of your acquaintances in the industry; even your competitors.  Learn what works for them, and what does not.

Once you select a particular company, invite someone from that company to visit and pitch their product, including a working demonstration.  Be sure to include representatives in your company who will ultimately be involved with selection, design, and implementation; and, be sure some potential end-users are involved as well.

Get to know the Sales representatives.

• Ask about their background in the Construction industry, and in construction accounting software functionality.
• Pay close attention to how questions are answered; i.e., do they come across as knowing their product inside-out, or do they fumble and stumble and make guesses?
• Pay close attention to how the sales people talk about their competition’s products and functionality.  Quality sales people tend to refrain from too much bashing; it only makes them appear less confident in their own products.
• Be careful not to let sales people become your “friends,” as such a relationship can spell disaster in these circumstances.  You can perhaps have lunch with them, but the relationship should always remain one of seller and buyer, for obvious reasons.

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