Top 10 Software Selection Mistakes
For many companies, replacing a system is like going to the dentist: necessary, but potentially painful. Although
published in 2007, this CAmagazine article highlights selection pitfalls that are timeless.
1. Requirements not defined properly
You will run into nasty surprises if your requirements are not defined clearly. Prioritizing is key; otherwise, you
could end up with more than you bargained for in terms of cost and complexity. You should ask vendors to tell you
how well their system meets each requirement. Vendors will not usually mislead you if your requirements have been
defined without ambiguity. They realize your decision will be based primarily on trust and they will lose your trust
if they don’t tell the truth.
2. Scope not defined
Scope has a nasty habit of creeping or growing unless you define it early and stay focused. It is fine to change the
scope but only after the impact has been understood and approved.
3. Lack of buy-in
If the people who are going to use the system are not motivated to make it a success, you’re headed for trouble. You
need to get employees involved from the beginning. Not only will you do a better job in defining requirements, but
also in gaining buy-in. You need to make sure senior management agrees to the methodology used, the time frame and
the budget. One very effective tool is to have senior management define measurements of success prior to the
selection, then show these measurements were achieved.
4. Involving the wrong people
Without highly motivated and knowledgeable people, your project will go nowhere. At least one champion should be
assigned to act as a dedicated resource during implementation. You will also need subject-matter experts who can
represent the business processes in scope. They may need to allocate 25% of their time during the
implementation.
5. Feature myopia
Many companies spend too much time assessing the features of the system and not enough on the implementers.
6. The implementers need industry knowledge, project management skills and product expertise
Finding the right implementer can be a challenge, partly because there is no good source for finding the right one.
As well, the people assigned by the software developer to divvy out the leads may be recommending a particular
company for reasons that have more to do with politics than with the right fit.
7. Disregarding smaller vendors
There are very good companies that support specific industries. These companies are small but not necessarily risky.
They don’t need lots of new sales to be profitable.
8. Not improving business process
Implementing a new system is the best opportunity you will ever have to improve your business processes. All the
problems with the existing system are in fact opportunities for improvement. So make sure that you are aware of the
problems and that the new system will help resolve them.
9. No script
Vendors will naturally want to show their strengths during their demonstrations. You should provide them with a
script that documents your business processes, problems to resolve, scenarios and requirements, and that includes
sample forms and reports.
10. Lack of risk and project management
Don’t avoid the naysayers. Seek them out and ask what could go wrong and what should be done about it.
Most people learn project management through the school of hard knocks. Yet there is plenty of help out there. For
example, check out the Project Management Institute for methodology.