“This is the vendor of choice? Isn’t this the vendor that we discussed before we started this project??” Yes and with enormous amounts of time, effort and money, by some miracle of miracles we end up selecting the vendor we liked from the beginning. How could this happen?
In a single word; emotions. People make emotional decisions and rationalize them with “facts?”. Ask yourself; Where did you get your list of vendors to review? Friends, colleagues, “trusted advisors?”, existing vendors, etc. And they all came without any qualifying statements like; “These guys helped me big, this was by far the best vendor, etc. right? Of course not. So what has the team been doing over the months of evaluation? Simply put, gathering data to support their bias. As stated in the previous post, with 60% or 80% of the decision already made, consciously or unconsciously, the “psychology of the sale?” was done a long time ago. Only a truly independent 3rd party can stop this from happening and I stress “truly independent?” Many “independent 3rd parties?” have ties to vendors and those ties are concealed very well and for good reason.
Most ERP software companies know they have less than a 5% chance of making a sale if they get involved in a deal with a “cold call?” and yet your phone keeps ringing and the voice mails and e-mails keep coming. Why” Vendors, implementers and most “independent consultants?” all have very close ties to the “software ecosystem?”(read this previous post for more info). So once a cold caller “finds a deal?” their network inside the ecosystem begins to find ways to get involved in that deal. It’s the old “six degrees of separation?” thinking that “someone we know, knows someone that can help us get in that deal?”.
Probably too much information right? Well, it all boils down to that fact that there was a tremendous amount of wasted time and money spent on the selection process. And that’s supported by the fact that in the first post it was mentioned that around 50% of all implementations are failures. So did your friends, colleagues, etc, let you down? No, they just have very different business processes than you even though you might be “in the same business?”. So you pick the vendor you would have picked anyway. Good luck with that 🙂 .
We’ll be changing the name of the future posts but still focusing on these last 20 discussions. We’ll “peel back the onion?” a bit and also dive into some specific areas of the businesses and business processes that are effected by software selection.