🧮ERP: Implementations (Part XVIII: The Price of Partnership)

ERP Implementations Series

When one proceeds on a journey, it’s important to have a precise destination, a good map to show the road, the obstacles ahead, and help to plan the journey, good gear, enough resources to make it through the journey, but probably more important, good companions and ideally guides who can show the way ahead and offer advice when needed. This is in theory the role of a partner, and on such coordinates should be a partnership based upon. However, unless the partners pay for the journey as well, the partnership can come with important costs and occasionally more overhead than needed. 

The traveler’s metaphor is well suited to ERP implementations and probably many other projects in which the customer doesn’t have the knowledge about the various aspects of the project. The role of a partner is thus multifold, and it takes time for all the areas to be addressed. Typically, it takes years for such a relationship to mature to the degree that it all develops naturally, at least in theory. Conversely, few relationships can resist in time given the complex challenges resulting from different goals and objectives, business models, lack of successes or benefits.

Usually, a partnership means sharing the risks and successes, but more importantly, building a beneficial bidirectional relationship from which all parties can profit. This usually means that the partner provides a range of services not available in-house, allowing customers to pull resources and knowledge on a need-by basis, providing direction and other advice whenever is needed. A partner can help if it has the needed insight into the business, and this implies a minimum of communication in respect to business decisions, strategies, goals, objectives, requirements, implications, etc. 

During sales pitches and other meetings, many service providers assume themselves the role of partners, however between their behavior and the partner role is usually a considerable gap that often may seem impossible if not difficult to bridge. It’s helpful to define as part of the various contracts the role of partnership, respectively the further implications. It’s helpful to have a structure of bidirectional bonuses and other benefits that would help to strengthen the bond between organizations. A framework for supporting the partnership must be built, and this takes time to be implemented adequately. 

Even if some consultants are available from the early stages of the partnership, that’s typically the exception and not the norm. It’s typical for resources to be involved only for the whole duration of a project or less. Independently of their performance, the replacement of resources in projects is unavoidable and must be addressed adequately, with knowledge transfer and all that belongs to such situations. Moreover, it needs to be managed adequately by the serve provider, however resources can’t be replaced as the parts of an engine. The planning and other activities must consider and accommodate such changes.

Also the replacement of partners in mid of the project is possible and this option should be considered as exception in projects and planned accordingly. The costs of working with partners can be high and therefore organizations should consider the alternatives. Bringing individual resources in projects and even building long-term relationships with them can prove to be a cost-effective alternative. Even if such partnerships are more challenging to manage, the model can offer other advantages that compensate for the overhead of managing them.

Outsourcing resources across geographies or mixing models can work as well. Even if implementations usually don’t allow for experiments, they can still be a feasible alternative. The past successes and failures are usually a good measure of what works and doesn't for organizations. 

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🧮ERP: Implementations (Part XI: Tales from the Crypt)

ERP Implementations Series

One can seldom meet more frighteningly strange stories than the ones told by people who worked in ERP implementations. Such projects attempt to model an organization’s main functions and processes, independently on whether the focus is on production, finance, supply chain, services, projects or human resources. Because they tend to touch all important aspects of a business, such projects become so complex and political that they are often challenging to manage and occasionally are predestined to failure by design.

For the ones who never participated in an ERP implementation, imagine an average project and the number of challenges associated with it, and multiply it by 10 or a similar number that reflects the increase in complexity with the translation to broader scales. The jump in complexity can be compared with the jump from putting together a bed after a scheme to building a whole house using the same level of detail. The scale can further increase by moving from a house to a whole building or a complex of residential houses. Even if that’s technically achievable, a further challenge is how to build all this in a short amount of time, with minimal costs and acceptable quality levels.

With the increase of scale, imagine the amount of planning and coordination that needs to be achieved to avoid any delays. Even if many plan with the "first-time right" objective in mind, inherent issues are often unavoidable, and an organization’s agility can be measured on how robustly it can handle the foreseeable and unforeseeable challenges altogether. Of course, there are many approaches that allow one to minimize, defer or share the risks, or even opportunities, though there’s usually an important gap between one’s planning and reality!

This doesn’t mean that such projects are unmanageable! Everything can be managed to some level of detail and within some tolerance margins, however many organizations are tempted to answer complexity with complexity, and that’s seldom the right approach! Ideally, complexity should be broken down to manageable parts, though that’s challenging to do when one doesn’t know what is being done. That’s why many organizations search for partners with which to share the risks and success, though that works if the customer, and its partners can stir the same ship toward common destinations, at least for the main itinerary if not for the whole duration of the trip.  

Unfortunately, as happens in partnerships that diverge toward distinct goals, the misalignment and other similar factors resulting from this divergence can lead to further challenges that increase the complexity of ERP implementations even more. Ideally, a partner should behave like the mechanics at a pitstop, though that’s utopic especially when they must be always available and this for the whole duration of the project. So, all parties need to compromise somehow, and, even if there are general recipes that can be used, it’s challenging to make everybody happy!

Often in an ERP implementation is defined from the beginning whose needs are the most important, and from there one can build a whole hierarchy of scenarios, models and analyses that should show the right path(s). There’s a lot of knowledge that can be carried out between projects, respectively, between the different phases of a project, though there will always be surprises and one should be prepared for them! Same as the captain must occasionally change the course to avoid or fight storms or other hazards, so must the corresponding structure act when this is the case! Occasionally, each team member may be in the position to act like a captain and raise to expectations, though project designs must allow for this!

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🧭Business Intelligence: Why Data Projects Fail to Deliver Real-Life Impact (Part I: First Thoughts)

Business Intelligence Series

A data project has a set of assumptions and requirements that must be met, otherwise the project has a high chance of failing. It starts with a clear idea of the goals and objectives, and they need to be achievable and feasible, with the involvement of key stakeholders and the executive without which it’s impossible to change the organization’s data culture. Ideally, there should also be a business strategy, respectively a data strategy available to understand the driving forces and the broader requirements. 

An organization’s readiness is important not only in what concerns the data but also the things revolving around the data - processes, systems, decision-making, requirements management, project management, etc. One of the challenges is that the systems and processes available can’t be used as they are for answering important business questions, and many of such questions are quite basic, though unavailability or poor quality of data makes this challenging if not impossible. 

Thus, when starting a data project an organization must be ready to change some of its processes to address a project’s needs, and thus the project can become more expensive as changes need to be made to the systems. For many organizations the best time to have done this was when they implemented the system, respectively the integration(s) between systems. Any changes made after that come in theory with higher costs derived from systems and processes’ redesign.

Many projects start big and data projects are no exception to this. Some of them build a costly infrastructure without first analyzing the feasibility of the investment, or at least whether the data can form a basis for answering the targeted questions. On one side one can torture any dataset and some knowledge will be obtained from it (aka data will confess), though few datasets can produce valuable insights, and this is where probably many data projects oversell their potential. Conversely, some initiatives are worth pursuing even only for the sake of the exposure and experience the employees get. However, trying to build something big only through the perspective of one project can easily become a disaster. 

When building a data infrastructure, the project needs to be an initiative given the transformative potential such an endeavor can have for the organization, and the different aspects must be managed accordingly. It starts with the management of stakeholders’ expectations, with building a data strategy, respectively with addressing the opportunities and risks associated with the broader context.

Organizations recognize that they aren’t capable of planning and executing such a project or initiative, and they search for a partner to lead the way. Becoming overnight such a partner is more than a challenge as a good understanding of the industry and the business is needed. Some service providers have such knowledge, at least in theory, though the leap from knowledge to results can prove to be a challenge even for experienced service providers. 

Many projects follow the pattern: the service provider comes, analyzes the requirements, builds something wonderful, the solution is used for some time and then the business realizes that the result is not what was intended. The causes are multiple and usually form a complex network of causality, though probably the most important aspect is that customers don’t have the in-house technical resources to evaluate the feasibility of requirements, solutions, respectively of the results. Even if organizations involve the best key users, are needed also good data professionals or similar resources who can become the bond between the business and the services provider. Without such an intermediary the disconnect between the business and the service provider can grow with all the implications. 

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🧮ERP: Implementations (Part VI: It’s all about Partnership II - Closing the Gap)

ERP Implementations Series

When starting an ERP implementation project an organization needs to fill the existing knowledge gaps in respect to whatever it takes to achieve the goals associated with the respective project. Therefore, it makes sense to work with a implementer that can help cover the gaps directly or indirectly. Moreover, it makes sense to establish a long-term relationship that would allow to harness ERP system’s capabilities after project’s end, increase the ROI and, why not, find other areas of cooperation. It’s in theory what a partner does, and a strategic technology partnership is about – providing any kind of technological expertise the customer doesn't have in-house. 

Unfortunately, from being a ‘service provider’ to becoming a ‘partner’ is a challenging road for many organizations, especially when this type of relationship is not understood and managed accordingly. Partnership’s management may resume in defining common goals, principles, values and processes, establishing a communication strategy and a common understanding of the challenges and the steps ahead, providing visibility into the cost estimates, billing, resources’ availability and utilization. Addressing these aspects would offer a framework on which the partnerships can nourish. Without considering these topics, the implementer remains just a 'service provider', no matter of the names used to characterize the relationship. 

Now, the use of the word ‘partner’ would make someone think that only one partner is considered, typically a big to middle-sized organization that would have this kind of resources. The main reason behind this reasoning is that the number of functional areas and volume of skillset required for filling the requirements of an implementation are high compared with other projects, the resources needing to be available on-demand without affecting the other constraints: costs, quality, time. This can be challenging, therefore can be met scenarios in which two or more external organizations are involved in the partnership, ideally organizations that complement each other. 

It is common in ERP implementations to appeal also to individual consultants for specific areas or the whole project. The principles and values of a partnership, as well the framework behind, can be applied to individual consultants as well. Independently of resources’ provenience more important is the partnership ‘mindset’ - being together in the same boat, working together on a shared and understood strategy, with clear goals and objectives.

Moreover, the people participating in the project must have a ‘partner's mindset’ as well. Without this, the project will likely get different impulses in the wrong direction(s), as a group’s interests will take priority over the ones of the organization. Ideally, this mindset should extend to the whole organization as topics like Data Quality and Process Improvement must be an organization’s effort, deeply imprinted in organization’s culture.

More like ever, it’s important for the business to see and treat the IT department as a ‘partner’ and not as a ‘service provider’ by providing the needed level of transparency in requirements, issues, practices and processes, by treating the IT department as equal party in the decision-making and addressing its current and future strategical requirements. Ideally, this partnership should happen long before the implementation starts, given that it takes time for mentalities and practices to change, for knowledge to be acquired and used appropriately. 

Building a partnership takes time, effort and strategic thinking, this on top of the actual implementation, increasing thus the overall complexity, at least at the beginning. Does it pay off? Like in a marriage, it’s useful to have somebody you can trust, who knows you, whom you can rely upon, and talk with to find solutions. However, only time will tell whether such expectations are met and kept till the end. 

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