Later, I reconnected with my former client and asked how things at the company were going. So what went wrong? We were more than double the cost of the winning services provider and the client felt “the project could afford to fail.” The big difference between our proposal and the winning one was that our implementation methodology for Microsoft Dynamics CRM included a plan to ensure user acceptance. In the loss review, the CIO told us we had great people and he had 100% confidence in our ability to deliver. Their logic typically goes something like this: Product X may only meet 50% of the requirements, but it is so cheap that we can afford to build the other 50% ourselves or Provider Y’s implementation costs are so low, that we can do the project two or three times.Ībout five years ago, I lost an opportunity to implement Microsoft Dynamics CRM because of cost. Over my career I have spoken with a number of CIOs and technical decision makers who make CRM software and provider decisions based on cost.
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