Just think about it! Do you really want to have a drill or you just want to have a working lamp to get light? Or who cares about the paper ticket itself, when you just want to get to the other bank of the river?
First, define the goal, then choose the right asset to reach it.
Okay, you might say, we all know this pretty well. Nevertheless, we forget to apply in practice. It’s mostly true in the case of the IT suppliers, unfortunately. The IT shows up and begins to demonstrate and detail the functions of the ERP software. Yes, it matters, right after we all realize the goal, which is the real business value. Without this information, how anyone could know if it is the proper solution to the problem? Can we reach our goal with this asset?
So, how should it look like then? It’s pretty simple, if you really care about your client, not just about the sale. The right question is: “what is your problem in the company, what would you like to optimize?” Check the Achilles heel of different business processes.
And that’s all actually. Every CEO replies eagerly and enumerates the problems, just because we care about it. Then the IT guy can present the possible solution to the problems. I have to admit that a unique ERP can handle this situation more easily than a ready to use (packed) software. This gonna’ be an interesting and useful conversation from the viewpoint of the client as well, unlike watching different and boring software functions without a purpose..