Tips on how to buy software

• Industry Specialization. Deal with a vendor that specializes in developing software for your industry. The more the vendor knows about your industry, the more likely the software will meet your needs and expectations.

• Product Specialization. Make sure the software you're buying is the vendor's primary product. That way, your satisfaction is crucial for the vendor's success and they can't afford to write you off if you're unhappy.

• Vendor Support. The vendor should provide ongoing support and upgrades. Software that remains current will have a longer life cycle, which allows you to get the maximum 'bang for your software buck.'

• Reference Check. Software vendors often have a select list of 10 customers or so that they use as references, often the ones the vendors take the most care with. Instead of taking the vendor's elite list, ask for at least 25 to 50 customers and randomly call at least five companies on the list. Remember to ask about the vendor's customer support and how well the software performs. Often software with no support quickly becomes worthless. Checking references is the best way to learn the truth about software.

• Complete Demo or Test Run. Insist on a detailed demo of the software. If you have the time, ask for a free trial. After all, management software has to do your pricing, create your invoices, do your shop orders, your certifications, and operate within the rules and policies of your business. By seeing the software yourself, you can discover whether modifications will be required - either to adapt the software to your business (preferred approach), or to adapt your business practices to the software. Plan on spending at least two to three hours in a detailed demonstration.

• Windows Compatibility. Buy Windows compatible software, As it's the worldwide standard. And make sure the software package is "Windows-designed." The so-called "Windows Software" of many companies was actually designed for another operating system, and then retro-programmed for Windows compatibility. Such redesigns rarely run as seamlessly and problem-free as software designed for Windows from the ground up.

• Software Programming Language. Ask about the language the software is written in. Some languages are at the end of their life cycles and close to becoming obsolete - which results in software without a future. Make sure the language used creates true Windows applications, is mainstream, and is widely used.

• Database Standard. Ask about the database. It should be ODBC, an open relational database standard; otherwise you won't be able to access your data from the other programs such as Excel or Microsoft Access. The database should be able to handle the volume of transactions your business generates. Many databases are great for low volumes, but choke when the transaction rate increases. The more orders a day you process, the higher your transaction count. And, since you expect your business to grow, you'll want a software program that can easily grow with you.

• User-Friendliness/Operating Speed. The only thing worse than dealing with software that needs a specially trained computer operator to run it, is having to use software that runs slowly. Remember that every software package runs fast with test data provided by the software vendor. Make sure the software can handle YOUR volume of business, and that your employees will be able to learn to use it quickly and easily - without having to get certified in the program or keep their noses stuck in operating manuals.