There was an article on the Histalk website (http://histalk2.com/2009/01/14/readers-write-11509/) that I found interesting and it made me reflect a bit on the first EPM purchase/install I did with a client. I hope the tough lessons they and I learned will help someone else going forward - I know they did me. I encourage anyone looking at beginning a large IT project to read this blog and that article before you start investigating systems and dealing with salespeople.
The first thing that I would do differently is take control of the project from my client. I was just starting out and I was more conscious of what I was charging them to help instead of insisting that they use me more. I should have insisted I was part of every meeting, every email and every decision. Looking back, the money the client would have saved on their purchase would have more than made up for my fees. Not to mention the hours their practice administrator spent, the time the doctors spent and the headaches they've endured.
I would highly recommend, whether you use Black & White Medical or some other company, use someone. Let a professional take this off your plate and represent your practice. Of course, to do that, you have to make your desires clear - work with the consultant to make sure you're all on the same page as to what you're looking for. Your consultant can make recommendations, do the research if necessary, setup meetings and weed out those systems that aren't right for you and your practice.
To borrow from real estate's location, location, location maxim - get it in writing, get it in writing, get it in writing. The salesperson will tell you anything to make the sale. You can't take everything they say at face value. My client was supposedly promised a number of things which they've now had to fight for. They were told that the estimate they were given was a "worst-case" scenario so that they could get the proper financing from their leasing company - this turned out not to be the case and they're scrambling to get the additional financing. The other problem they're having now is response time for support calls. Get guaranteed response times in writing. If they want your business, they will provide you with response times or even a support person you can call directly for a certain number of days after your go-live. This should include at least one complete billing cycle.
The bottom line is, find a consultant that will work with you and take this project off your hands so you can continue to focus on your daily activities. Let them do the research, setup meetings, watch demos and weed out systems that aren't right for you. Let them be part of all the decision making and let them deal with the salespeople. And, finally, get it in writing (did I mention that?).