You might be surprised to discover software that has been bought and paid for, sitting in an in-plant’s closet, unopened. This, writes Consultant Howie Fenton in a new blog, is more common than you might think. Web-to-print and print MIS software are the usual culprits.
“There are many excuses for not implementing new software,” Fenton writes. “The most common explanations are, ‘We don’t have time to set this up, we don’t have the right person to set this up, we are afraid that we will take down production.’"
Fenton writes about the challenges of implementing new software, updating prices, updating budgeted hourly rates, and creating a sales program in his latest blog on the Rochester Software Associates site. He coaches in-plant managers to think of “sales calls” as "check-in calls,” where you simply listen to see if customers have everything they need, if they are outsourcing anything you could provide, and if they have any big projects coming up.