The Selection of Time Game
All ERP software manufacturers are trying to sign as soon as possible. Thus, ERP vendors will use a variety of ways to lure and press the enterprise to determine as soon as possible in order to achieve the purpose of rapid turnover. After all, the longer the time dragged on, selection of variables will be more the greater the probability of failure of the Sale. Moreover, the lure and press the success can be greatly reduced so that cost of sales. Carrot and stick method commonly used are: CEOs get personally involved, we are here to promote as a new market, we are the industry to establish the brand, the price is only this time for reasons such as lower prices lure; or at a certain time before the contract can use the ERP vendors scarce resources, such as a senior adviser of time, some training opportunities. But the quick success and the consequences of undue haste is the lack of step by step, careful selection, the result may be the least bit lost.
Therefore, in order for the purpose of signing as soon as possible, and some salespeople just stand sales position is not for enterprises to consider how much the cost of the implementation of ERP, the system still use the existing hardware and software infrastructure, enterprise management infrastructure is appropriate, the internal can be What is the use of the resources or need outside consulting and other issues.
A reasonable game and achieve a win-win strategy
19th century British Prime Minister Palmerston once said that, there are no permanent friends, nor the same enemies, only interests are eternal. However, game theory tells us that there is no constant friends and enemies, no permanent interests, only the eternal game.
In each of the ERP sales and selection process, there are more than three games: ERP vendors, customers and its competitors. Since the selection process of ERP there are so many of the game, while the bad game would lead to the ultimate failure of the project, which, as the two sides on how to do a win-win game?
To overcome the drawbacks of the information asymmetry between Game
In the ERP selection process, because the interests of both points and positions will often exist in different project information asymmetries. Thus, the game selection of the two sides should be aware that information asymmetry will bring a number of risks, both sides need to project success from the perspective of the whole to consider, not just their own interests and positions.
For example, the company hopes to obtain a minimum of paying the most suitable system, the software vendor side want to pay the minimum that is the least cost of sales, a minimum of human input to obtain the maximum return that is the signing of the implementation of the content of relatively small the largest amount of items. The result is that ERP selection process, the company might have hidden the real problem, or the demand for management and insufficient internal reflection, so that ERP vendors to provide products and solution program when you are biased. Similarly, ERP vendors may also fail to fully display their products and programs, or hide the lack of products, which are planted the risk of selection for the project.
Therefore, the selection of enterprises must first take seriously its own management needs, dare to demand exposure to vendors, or to provide the conditions and opportunities for software vendors to understand. While doing so due to software vendors so that a clearer understanding of the needs of enterprises to improve the system's investment, but the only way to reduce project risks. The software vendors to objectively explain to the clients products and programs inadequate, so that enterprises on the basis of fully informed judgments, but also for clearing the way for the success of the final selection.
Specification of the communication process Game
In the selection process, both sides need a judge that is the needs of enterprises and software vendors, products and programs whether it is the best match. At this time, the game both sides can not just rely on the exchange of information scattered to judge the project, but must have a standardized communication process. Enterprises without a clear and accurate communication of the needs of the software vendor, or software vendor program could not allow enterprises to have a full understanding that such parties are a selection of contrast uncertainty of the "bomb."
Thus, there is a standardized, transparent, both sides recognized the process of information exchange and communication is the key factor. Only after sufficient symmetry of information communication, to minimize the "private" interpersonal communication game, the entire selection will become a manageable, credible, non-utilitarian nature of sexual and self-interest. In order to achieve this process, software vendors should establish standard procedures, such as the ERP vendors to regulate research, needs analysis, program explanation, product demonstrations, etc., and not just a simple decision-making personnel "selfish interests" of the interpersonal game PR .
Establish an appropriate baseline game
Under the pressure of competition, ERP vendors may be in order to obtain signing and "accommodate" customer. For example, signed a contract below cost, but in practice, can not give enough to lead the implementation of power projects of poor quality; or selection of companies agreed to a number of unreasonable demands, and may eventually cause the system to decrease the stability and maturity. Therefore, companies should not blindly pursue low-cost, forcing the desperate signing ERP vendors in order to ultimately lose-lose.
In short, the software selection is not a trick, not a beauty contest. The angle of the two sides should stand up to "reasonable game", to use long-term vision of development to treat ERP selection and sale of the game between the problems. Should be to get the "win-win" as the game benchmarks, rather than short-term party "profit", but long-term both sides would "damage." ERP vendors should put themselves in the position of the standing enterprise, and guide the correct selection of enterprises, rather than always stand sales standpoint selection. |
