[Nick Oscar]

Open-ended demos often focus on polished features and skip difficult workflows. How can a team make each demonstration comparable without turning it into a scripted sales pitch?

[Nick Oscar]

Accepted editorial answer

Give every supplier the same outcome-based scenarios, roles, starting data, time limits, and ground rules. Ask the presenter to demonstrate the work in the product rather than describe a future capability, and set aside a separate period for supplier-specific strengths.

Write the observation fields before the session. Record whether the task was completed, how much help was needed, which permissions or integrations were assumed, and what was unavailable in the demo environment. Do not score a promise as if the team had observed it.

Digital.gov’s testing guide recommends having a clear purpose, using comparable tasks, ensuring neutral facilitation, and documenting findings. AFARS evaluation guidance reinforces using the stated criteria and preserving the evidence behind those findings.

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