As Asj Smith, our Microsoft Sales Manager at Fusion5 (Australia), observed: “You don't get up in the morning one day and decide to spend $X million on a project that’s going to dominate the next two years of your life without very good and very specific reasons.”
Yet, out of the hundreds of RFPs (Request for Proposal) we respond to each year from businesses and organisations wanting a new ERP, very few successfully articulate their real-life reasons for change and capture the things you care about.
The outcome? You get cookie-cutter responses from all the partners you ask to tender, making it difficult to differentiate between them. As a result, no one shines, no one looks better than another, or can demonstrate a better understanding of your needs and how to deliver results that will make that critical difference to your business.