I think it is perfectly acceptable to ask vendors to sign a non-disclosure agreement in that case. We sometimes talk with associations that are nervous about sharing too much at this stage. The reverse demo is not the time to hold your cards too close to your vest or hide the current challenges you are facing. Be Open & Honest with Prospective Vendors
These five things will all give you a better return on your investment of time and energy for a reverse demonstration: 1. The complications and frustrations aren’t far behind for either party, though, if you leave this out. How can a vendor honestly give you an estimate or helpful tour of their platform and services if they don’t know what you need? I’m always amazed at how many companies try and skip over this step. In our experience, there is no better way to begin understanding what your staff needs in their day-to-day tasks and workflow than a thorough reverse demo. Ideally, however, those demonstrations would happen after you’ve met with top vendor prospects for a reverse demo.
It’s a critical step (later in the process) that I’ve outlined in our Definitive Guide to Choosing a New AMS/CRM for Your Association. Vendors should be willing to give you a general and customized demonstration of what they can do for your organization.
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