Step 02

Evaluation

Convert every claim into a question with a checkable answer, then make the vendor demonstrate your own awkward case rather than their example.

4 notes

Reading a Vendor Claim

The phrases that recur in this category, what each usually means, and the question that turns a claim into something checkable.

Reference

Most trials conclude that the product works, because they were structured so no other outcome was available. What to fix in advance.

Procedure

Twenty minutes with an existing customer is the most informative step available and the one most often skipped. Who to ask for, and what to ask.

Procedure

Answers and behaviours during evaluation that predict how the next three years will go.

Reference