ERP selection ? if it were that easy / part 5
19 Nov

ERP selection ? if it were that easy / part 5

The selection of a new ERP application is a project for companies before the actual ERP project has started. In this series we highlight the different aspects of ERP selection. While in the first part Basics and in second motivation were dealt with, the Third chapterl about responsibility in the selection project. The specifications were the topic in the fourth partbefore we now come to the communication with the ERP provider.

1

Initial contact with the ERP provider

Specificationsof the kind described here are then distributed to various providers. At the end of the day, no one can say exactly how they got the job. Coincidence, Google, acquaintances, relatives, tender portals - there are many sources.

TIP
Arrange 'get-to-know-you' meetings with potential candidates before you distribute the specifications. This can shorten the process considerably.


The catalogue of requirements is sent to the sales department of a ERP provider or consulting firm is then on the table. With more or less enthusiasm, a sales staff member goes about working through all the many questions - as far as he can. Then he calls in his consulting colleagues, who are clearly less enthusiastic about working on specifications in addition to their daily business. However, the deadline is ambitious ? because the self-analysis already took longer than expected.

TIP
Make transparent what is important to you. Then the provider knows what is important to you.

Questions about questions to the ERP provider

If the customer was nice, he tells the provider how he weights which requirement. What he then gets back is a painstakingly prepared catalogue of questions where, if possible, no requirement was classified as unfulfillable. It helps that the provider is still allowed to comment on his information, which he then uses to emphatically qualify the statement he made before. According to the motto: Everything is possible if all requirements fit!

TIP
Stay fair! Don't ask for the impossible. Then you will get honest answers.


If the client is even nicer, he allows queries. This results in a few telephone conferences, which lead to a second adjustment of the schedule more and longer than expected.

Maximum requirements

So far so regular. However, there are also candidates who, according to the motto: maximum requirements give maximum results, include almost impossible things in their specifications. If the supplier agrees, he must then also deliver. To begin with, you can't provide a better template for foam whippersnappers.

Of course, the license costs and the implementation costs of the ERP solution. And yes, an experienced provider can already give out house numbers at this point. However, this is based more on experience from other similar projects than on the specifications. ERP providers have often come up with a highly complicated licensing mechanism, no matter whether it is On premise or cloud. Without having analysed the "real processes" and the "involved" users. Without having analysed the ?real processes? and the users ?involved? in them, this is a case of happy guesswork.

TIP
Prices and costs remain estimates in relation to a specification ? no more, no less.
This is not the time for price negotiations.
If the estimate alone is too much for your budget, you can drop out right away. It very rarely gets cheaper.

In general, however, the following applies to the provider of such a Project not only offered, but also carried out: Afterwards, everything is different (at least in parts) anyway. And there are still specifications that come closer to one's own truth. Yes, unfortunately, it still has to be emphasised: These are two completely different documents: the specifications and the Specifications. But that is another chapter.

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