Improving the Process for Choosing a Provider — The Case Study Proposal Approach

Improving the Process for Choosing a Provider — The Case Study Proposal Approach
This IDC Perspective discusses improving the process of choosing a provider using the case study proposal approach.To buyers, go for it! The project work that you are engaging clients to perform for your organization will involve change up to and including a complete transformation of your business. Your willingness to change and transform how you hire providers is an indicator of how important getting the provider right is to your organization and to the provider. In other words, don't stick with what you have always done. Instead build a better way of hiring provider partners by including the case study approach and what else you can think of to ensure you will realize the greatest possible outcome."Due to the increasingly complex issues that buyer organizations face, the connection between buyers and providers requires greater clarity even when the organizations are already working together. The development of a buyer case study that clearly describes the buyers' faults and differentiating capabilities in relation to their goals provides a much richer dialog between the buyer and the provider so that the most appropriate provider is chosen for each buyer's unique context and requirements." — Bill Latshaw, research director, Worldwide Business Consulting Services, IDC

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