Inside ASI-AP

I have posted before about wasting our customers money when consultants are used in the selection process for new software. I was reminded of this again in the last week, where we lost 2 different accounts to competitors. In both cases, consultants were in charge of the process. I was reminded of this because of the large cost involved in us responding to these bids - including airfares, travel costs, and staff time - and how these costs that we have already incurred in a losing bid, are rolled on into winning bids. It is crazy, but we continue to support it because we continue to participate in the process without question! We need to find the courage, and the right words, to tell customers the truth upfront. I know it is harder than it sounds.