Fate must have wanted me to keep blogging about the value of workflow and process design this week. A prospect wants to buy cheap software to speed up and improve their quote-order-ship-bill process without documenting or analyzing first. They want a cheap and simple change to what they're currently doing, by their description a badly broken process hampering further growth. Their controller said they want a small change, not a big one.
I can guarantee they'll be calling again within 6 to 12 months. And they'll look back and ask themselves, "What were we thinking?" Beefing up an entry-level accounting system which isn't truly multi-user with more powerful hardware doesn't change the nature of the software. When the records lock and the system crashes, it will only crash faster. The restore of the database will take less time. That isn't resolution; it's just a bigger bandage.
The company is afraid of a big change. If they invest in workflow analysis and design, their processes won't change. The flexibility of a product like SalesPad will mold to their needs and put the power that is needed to the fingertips of the customer service and sales people.
Don't let fear of change hamper your growth. Manage the change, do the analysis up front, and implement the change with a strong, flexible product that improves your company's growth.
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