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  "Our Take"

(Past Editions by: Date, Title, Topic)

 
About "Our Take" 
"Our Take" is a collection of daily vignettes covering a wide range of CRM topics. It's an attempt to add our own spin to the world of CRM. We will use the column to share our perspectives, opinions, epiphanies, web nuggets, or quite frankly anything that moves us. Get ready to expect the unexpected. And, don't be shy about sharing your thoughts.
 
 
9/8/06 - Visiting a Reference
If you are making a strategic buy, a visit to the reference might be in order. When should you consider a visit versus a phone call? There may be many reasons that apply to each situation. However, going 'deep' with a particular reference means that you will probably go 'less wide.'
 
Logistically, it is difficult to visit as many installations as you can contact via the telephone. But it doesn't have to be one or the other. A two-step approach can often be very effective. Step one is to contact a range of references via the telephone. Step two is to take the most appropriate reference from step one and set up an on-site visit.
 
One reader suggested that a reference visit might "help sell the senior management team. They can discuss issues and benefits with the reference's senior management."
 
Gary Lemke, Publisher
(Share your thoughts)
 

 
 

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