The Edge Nobody Negotiates For There is a moment in most negotiations where one side starts pushing harder. More data. More urgency. A firmer voice. It rarely works, and it rarely needs to. The edge that actually moves things is quieter than that. It comes from asking...
What to Think About Before You Talk to a Single ERP Vendor Before you buy a lounge for your house, you do some thinking first. What colour scheme is the room? What dimensions will actually fit without crowding the doorway? What material — leather, fabric, something...
The System Owner Nobody Appointed Every digital asset an organisation buys ends up somewhere on a register. A licence, a platform, a piece of software with a dollar value and a depreciation schedule. Accounting does its job correctly here — it records the asset,...
Draw the Experience Before You Draw the System Most executives starting an ERP journey begin with a list. Modules to buy. Vendors to shortlist. A budget to defend. They start in the middle of the story and wonder later why the ending never arrives.I've sat across the...
Most Value is not Built. It is Allowed. Someone showed me a formula once. Investment equals capital. Capital equals people, plus assets, plus materials, plus process. Add them up, and you get the value of an organisation. It sounds right. It isn't complete. I have...
Before You Sign That ERP Contract, Ask Where Your Vendor Sits on This Ladder Every person and every team your ERP program depends on sits somewhere on a four-rung ladder. Most executives never ask where. They find out at go-live, when it's too expensive to do anything...
Yes, you are funding problems! There's a version of busy that feels productive but isn't going anywhere. You're spending time. You're spending money. Your team is working hard. Meetings are happening, fixes are being applied, progress is being reported. And yet,...
You are Solving the Wrong Problem You've approved the budget. You've hired the consultants. You've commissioned the change management strategy — the stakeholder analysis, the communication plan, the training schedule, the engagement workshops. And somewhere in the...