3Com consultant relations program staffer Lorraine Valenti gives many examples of how this works in practice. One example involves market research firm A. C. Nielsen of Chicago. Inc. Moucha went through an extensive evaluation working closely with Lorraine and her colleagues. Not surprisingly, this self-interest means that vendors will send you information that puts them, and their products, in the best possible light. That doesn't mean the information is wrong.
Vendors know that consultants are savvy and see through hype.
Most vendors will not send you information that puts down their competition. They know that competitive knock-offs are often inaccurate, get out of date quickly, and leave a bad taste in consultants' mouths even when correct. Besides, when sent to a consultant, mud-slinging usually generates a call to the competitor for a response. This lets the competitor get in the last word. Vendors will present their own strong points and let competitors fend for themselves.