Testing Your Suppliers’ Conviction: Why It Matters and How to Do It with Nudge Technologies

In a recent engagement with a technology firm, discussions centered around the business value of a security solution intended to replace an internally developed system. To streamline the evaluation process, I sought to compare the proposed vendor's solution with the existing in-house option. The vendor confidently asserted that their offering was a superior alternative, particularly in light of evolving security risks and associated costs. However, during our discussions with the potential client, the vendor's claims appeared unconvincing. If a strong belief existed, we would expect to see proof offerings and assurance that we were on the right path together. This lack of conviction ultimately influenced the client’s decision to maintain their current in-house solution for the time being - saving the customer time and money down the line.

In business, every supplier wants you to believe they’re the best option. They’ll speak confidently about cost savings, agility, performance, and innovation. But confidence is not the same as proof—and the difference can make or break your project’s success.

Testing a supplier’s conviction means moving beyond the sales pitch and asking them to demonstrate their claims in a way you can verify, share internally, and build into your decision-making process. Done well, it not only protects your investment but also strengthens your ability to gain organizational buy-in.

Why Test a Supplier’s Conviction?

1. Protect Against Costly AssumptionsVendors often use broad statements like “We’re more cost-effective than doing it yourself” or “Our approach offers greater agility”. Without evidence, these claims are risky to accept. Testing conviction forces specifics—helping you avoid expensive surprises.

2. Strengthen Internal AlignmentWhen you have clear, vendor-supported data, you can present a compelling case to your stakeholders. This reduces friction in budget approvals and accelerates project timelines.

3. Improve Partnership QualityA supplier willing to open their books, share references, and collaborate on financial or risk models shows they’re confident in delivering results. This sets the tone for a transparent, accountable relationship.

Techniques to Test Supplier Conviction

1. Ask for Collaborative Financial or Risk Models If a vendor claims they’re more cost-effective or can deliver better agility than doing it in-house, ask them to prove it in numbers. Invite them to co-build a model that includes:

• Direct and indirect costs

• Risk scenarios

• Time-to-value comparisonsThis transforms a vague claim into a measurable business case.

2. Request Relevant References Ask for customer references where the vendor delivered on the same promise they’re making to you. Then, take it a step further—ask those customers how the results were measured and whether they held up over time.

3. Look for Proof Points Beyond Marketing Material Push for real project data, independent benchmarks, or third-party audits. Marketing slides are not evidence—operational metrics are.

4. Test Responsiveness in Real Time During evaluation, present a hypothetical challenge (cost overrun, delivery delay, scope change) and see how the supplier responds. Their willingness and ability to address it quickly says a lot about their readiness.

5. Use the “Internal Champion” Test If you took the vendor’s claim and their supporting evidence to your CFO, CIO, or another executive, would it hold up? If not, keep pushing until it does.

Turning Proof into Action

When you’ve gathered a supplier’s supporting data:

• Document It: Build a short internal briefing that summarizes the claim, the proof provided, and the potential impact on your organization.

• Share It Across Stakeholders: This builds trust and alignment, especially across finance, operations, and leadership.

• Make It a Baseline for Performance: Include agreed-upon metrics in your contract or statement of work.

By making “testing conviction” a standard part of your supplier evaluation, you shift from accepting promises to building partnerships based on verified performance. That’s not just smart procurement—it’s smart leadership.

This is all done before any software trial and can be an effective way to prioritize and manage potential relationships. Nudge Technologies will help ensure strong partnerships based on both customer and vendor conviction of the expected business value.