As an ERP vendor, I often encounter prospects who want vendors to guarantee the success of their ERP software implementation or even provide a "not to exceed" implementation figure during the proposal process. This always surprises me, because an ERP implementation is a not a finite project. It is process of learning, improving, adapting, and growing.

As the vendor we are morally obligated to review a prospect's functional requirements, organizational culture, and business processes to determine if our product offering is a fit. As most consultants know, this process is a difficult one. There is a substantial amount of unknowns that exist with any potential client. We can spend hours reading RFP's, doing site visits, performing on-site demonstrations, and touring around customer sites. We spend all this time and still only see a mere glimmer of the actual company to which we will sell.

I equate this back to a holiday dinner at my in-laws. As the guest, you see only what your host and hostess care to share. Dirty laundry, obnoxious puppies, and the like are typically hidden away during "the visit". Courting a potential ERP customer is the same. Most companies only let the vendor see a small portion of their operations or personnel. This small portion generally does not include any of their dirty laundry.

This restricted view can be misleading. It can make the situation appear different than the reality and it can be detrimental to the overall health of the relationship. That being said, I'm not suggesting a prospect hold open their files and let the world see their debt or trade secrets. I am suggesting, however, that a prospect project a realistic image of their project at hand. The team should not sugarcoat the situation into something it is not.

What would it matter? Top questions during an ERP selection process are how long will this take, how much will it cost, and how will my operations be altered before, at, and after go-live? As the vendor, I can help provide realistic answers to all of these given my experience and what I know about your specific company. If you treat me like your in-laws and hide the stains on your carpet, I'll never be able to really give a good proposal based on solid expectations for cost and timing.

As the vendor I want to give you a realistic proposal that has obtainable project goals, budgetary numbers, and timelines. If I don't do so, you will be forever disappointed with me and my product, you will not provide value to my customer base, and you most certainly will not be a good reference. None of these are at the top of my wish list.

In conclusion, I reach the title of my entry. If you are looking for ERP software, don't treat me like I'm the in-laws. Leave out your dirty dishes, laundry, and other items you think you should hide. Do so in a reasonable fashion so I can give you a realistic proposal. This disclosure will ultimately help me to not just meet your expected timeline and budget, but exceed your project expectations.