Characteristics of a failed ERP project.

  1. Buyers don’t control the buying process because buyers allow the sellers to impose their buying process on their company.
  1. It is the traditional buying process that buyers use that allows consultants, ERP vendors, and solution providers to impose their consulting methodology or sales cycle/ solution process on the buyer, which gives them control of the buying process.
  1. The project’s requirements elicitation process is based on a questionnaire or template approach, often supplemented by wish lists. Such things are never derived from a document that describes the project’s critical expectations that are embedded in a document that describes how the business works–business transaction by business transaction.
  1. Many if not most of a company’s critical expectations for the system are not documented as business requirements which are those requirements the system must have or allow to be done if the business is to run as it should.
  1. The buyer and seller do not understand what was to be delivered in substantially the same terms. This is usually the result of un-communicated assumptions made by the buyer.


If your company is planning on initiating a project to replace or upgrade its current enterprise software system in 2018, take the time to learn how it could save time and money before it initiates the project.


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