A colleague was talking to the head of one of the world’s largest software companies’ consulting division whom he had known for 20 years.
“Would he be interested in offering real value to his clients? Was he interested in differentiating his company from his competitors by offering a better customer experience and result?”
He was not interested.
His role was merely to maximize software sales and support the implementation of sold software. Get it installed and…that’s it. Benefits? Value? Business results? Not interested.
Different agendas
The point is that many organizations hire their software company to help them install the software in the belief that this will ensure the project’s success and that the benefits are realized. Organizations assume that the consultants will want to ensure the business reaps the benefits promised before the sale. But, they are not interested, they have a different agenda.
So, if your organization wants to realize the benefits and value and generate results from its project and software investments—you are on your own. These external parties that you pay top-dollar for—are not interested in delivering value to you. Indeed, one supplier recently abolished its ‘benefits delivery’ group.
It is, therefore, a good thing that TOP provides the means for you to easily and simply define and deliver your benefits, value and results.
If you know anyone currently using vendors, systems implementers or consultants to help them implement their software—you may want to forward them this blog to make them aware of the nature of ‘support’ they are (not) receiving.
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