While I can’t imagine anyone putting together an RFP without asking to speak to other users of the solutions being assessed, there are a few key aspects to bear in mind when it comes specifically to e-invoicing.
Firstly, be sure to ask for a healthy range of different businesses that use the solution. Does satisfaction vary between industries? Does it vary depending on whether they are the supplier or the buyer? How has their experience with the tool changed over time?
Anything to hide?
On this last point, you’ll also want to make sure those involved have been working with the product for a sensible amount of time. If they’re still in the honeymoon phase, you may be unlikely to get the full picture or an idea of challenges that arise over time.
Another reason this can be such a valuable inclusion in the RFP is because of what it tells you about the company you’re working with. Are they reluctant to put you in touch with sources that will be genuinely useful in your assessment? Do they drag their feet or insist on being included in the discussions?
The pitch process is as much a chance to learn about your new partner as the tool they are providing. If they are trying to pull the wool over your eyes so early on, imagine how that relationship will develop over time.
Widening the search
When the e-invoicing provider suggests certain references, have a look to see if the customer story has been used elsewhere. Has it been written about in publications? Has it even been covered by journalists or bloggers in your vertical sector?
Perhaps support the process further with a bit of investigation on social media. What do your followers on Twitter think? Are there any influencers on those channels who can lend you advice from their experience and act as a reference in that way? Are there LinkedIn groups that may shed some light on the virtues of different solutions?
The process of getting references in your e-invoicing RFP may be one of the most important aspects and certainly one spending time on. After all, once you start using the solution you select, it will form the backbone of your entire financial infrastructure. Think carefully about what it will be saying about your business – that may be the most important reference of all.
RFP TIP: A variety of insights into tools will provide you with the most complete picture of the potential.
