At some point in their business lives, most electrical contractors will purchase estimating software to expedite the estimating process and to improve their level of accuracy and consistency. Choosing the right estimating software partner is critical since the decision can have a significant impact of the success of your company.
You would be advised to approach this purchase as if you were partnering with the software vendor. And in actual fact, you will be partnering-you will be providing new ideas, suggestions and financial support. In return, you should expect regularly enhanced products, prompt technical support and courteous service.
The long-term financial viability of the software vendor under consideration is becoming more and more important in your due diligence process. Keep in mind that you are no longer acquiring a product that will last 10 or more years. Without upgrades, it could become obsolete very quickly.
Over the years, a number of software vendors have faded away, leaving a number of orphan products and many stranded users. One of the reasons for their demise has been their willingness to sell products and services at highly discounted prices, forgetting that this is a very limited market.
Choosing the wrong system and/or vendor will force you to start the selection process all over again. The financial loss combined with the disruption and ensuing waste of time can be exorbitant.
A reputable software vendor should offer an unconditional full money-back guarantee within a reasonable time (at least 30 days) if they believe in their product. The half day or full day presentation that you will get from the sales person is only an introduction to the product. In such a short time, you just cannot digest and verify all the information received.
Let us face it: you are risking far more than the vendor, and if that vendor is desirous of a mutually beneficial long-term relationship, he should not force you to keep a product that does not meet your needs.
Take the time to ask the tough questions and investigate both products and vendors thoroughly, as it is a very important decision.
You should begin the research process by asking friendly competitors, focus group associates, association members, and those people whom you trust and respect whom they would recommend. How long have they had the system, how responsive is the support, how user friendly is the system, how long did it take to learn and fully implement, how much work did it take to customize the database, does it have all the functionality needed in estimating? Is it fast enough, can you make changes quickly and easily, does it readily provide the information for material procurement, project management, cost accounting and scheduling? Does the vendor act on the suggestions received from clients? And finally, if you had to purchase again today, which system would you buy?
Listen to what other users tell you; visit the software vendor's premises, and talk to the product development and support staff. Check the company's financial history, and ask tough questions.
Choosing the right estimating software partner can be the key to your continued success.
Giovanni Marcelli is president and CEO of Accubid Systems, the leading provider of estimating, billing and change order software for electrical contractors. You can e-mail him at gmarcelli@accubid.com.
