Following the proof of concept, or sometimes along with the RFP, the vendor will deliver an action plan for the rest of their system. This is the vendor’s view of what it’s going to take in time and resources for the completed installation. This must be carefully analyzed. Certain items may not be realistic. Your team should point out why it’s not realistic, and have the vendor clarify it or explain how they’re going to shore it up. The “Vendor Plan Assessment” and the “Cost of Ownership” should bring it all together so that your team has a better feel for what their needs and expectations are compared to vendor hype – an idea of what it’s going to cost to build that bridge that doesn’t exist right now.