To align the new software with the business, we use the Vision – Goals – Deliverables model.

  • Vision: The business vision sets the direction for a company, and is used to align new business goals so they all complement and reinforce each other.

  • Goals: Achieving business goals is the primary way a company creates value.

  • Deliverables: Describes WHAT must be delivered to achieve the goals. (The strategy is HOW those deliverables will be delivered.)

You need to know WHAT you want to do before deciding HOW to do it.

  • Business requirements describe WHAT the software must deliver to achieve business goals.

  • Software requirements describe HOW the software will be configured and are part of the implementation, not the selection.

Business discovery steps

  • Kick-off meeting. An enterprise software purchase formally starts with a kick-off meeting to all users to explain the process that will be used and provides an opportunity for users to have their questions answered.

  • Business alignment interviews. We interview the executive sponsor for the project, the executive team, and stakeholders to understand their vision and goals, and to verify the alignment.

  • Process owner interviews. We interview process owners and users to discover WHAT must be delivered by the business processes that will be executed by the new software, and WHY those deliverables are needed.

Stage Output

  • Alignment. The business vision and goals alignment are verified.

  • Deliverables. We have captured WHAT the software needs to deliver to achieve business goals and the reasons WHY those deliverables are wanted.

  • User buy-in has been created by asking process owners and users to identify WHAT they must deliver as part of their work, and WHY it is needed. We nurture this buy-in as we move through the software purchase process.

ERP & enterprise software purchasing. An overview of the process.

Business discovery. Align the new software with the business vision & strategy.

Software selection. Choose the software that best fits your particular needs.

Software purchase. Develop SOW, negotiate contracts.

Implementation success management. Use the requirements analysis to reduce risks and accelerate the implementation.

A note on business vision

The business vision exists to guide the setting of business goals. The vision must never be achievable because, if it is achieved, it can no longer guide the setting of future goals.

For example, if your vision is to become #1 in a market and you get there, what do you do next? Rephrasing the statement changes it from a goal to a vision: “The vision is to lead the market.”