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Your choice is based on a detailed, documented system specification which outlines what the business needs

You have little or no documention to form the basis for comparison

You compare solutions based on the quality of the sales person

You compare solutions based on requirements

You compare the Consultants experience & knowledge

You get no access or exposure to the resellers Consultants

You uncover all facts early and plan for them

No clarity until it's too late to change your mind

You plan with the implementation in mind

The sales person focusses on the selection, not the implementation