Use this concept as a question to test the decision, not as a label for a person.
Open →Decision situation
Vendor or tool selection
Compare tools using precommitted criteria rather than demos, authority or the first price shown.
Signals to notice
Reasons to slow down and check.
- A polished demo is being treated as proof of fit.
- The first commercial number frames later negotiation.
- The preferred vendor is receiving easier questions than alternatives.
Questions before action
Make the missing evidence visible.
- Which capabilities must be demonstrated in our environment?
- What would we value before seeing the vendor's first number?
- What evidence would make us reject the current favourite?
Relevant lenses
Concepts that may help you test the reasoning.
Practical moves
Do something different, not only notice a label.
Fix the comparison dimensions before a preferred option makes the criteria move.
Open →Create a reference point before seeing a strong external number or recommendation.
Open →Give a strong alternative case enough space to challenge the preferred option.
Open →Skill to develop
Evidence evaluation
You can separate a persuasive claim from the evidence that should change your mind.
Practice this situation
Choose a useful first move.
A vendor presents a fluent AI assistant in a polished demo. The team begins describing the product as reliable and intelligent, although the critical workflow was not tested with company data.
Skill: Evidence evaluationOpen scenario →A vendor opens with a three-year price of €900,000. Internal discussions now focus on whether a 15% discount is enough, although the team never estimated value or alternatives independently.
Skill: Evidence evaluationOpen scenario →