There are a few stages of the implementation process that are more important than the sales process, yet still its the stage where far too many implementations fail.
Go-Live with Navision - the sales process
Although I have worked at some stage in every level of the Navision chain, the area that I remember the most, (and the bit that makes this book interesting to me), is that of fixing Implementations that went wrong. And I want to say that of those implementations, its a 50/50 split of blame between the NSC and the client themselves for those failures. But significantly here is just how many failures happen even before any implementation has started. That is "the sales process was just wrong. I am not planning on helping you to decide to buy Navision, you have probably already decided to do that by now. What this is all about is helping you to make the buying process a success.Is Navision right for us
Finding the right NSC
Most Navision NSCs will agree on two things; The first is that choosing the right NSC is one of the most critical decisions you will make in implementing Navision. The second is that they are that NSC.
Pre Sales Analysis
The learning begins. The Pre Sales Analysis is the getting to know
you phase where your NSC starts to know what you need to run your
business on Navision, and you start to learn about what Navision can do
for your business. Its also where some of the kinks start to appear, and
where the NSC is able to show them selves to you as the right company to
Go-Live with.
Preliminary Budget
Once you have the Pre Sales Analysis documented, it is time to get down to brass tacks. The preliminary budget that becomes the base of your contract, is also going to be the guiding document that will drive your implantation. It will grow and evolve, but it will always be the core of your implementation documentation.The Contract
This is what it all comes down to. If the contract is wrong, then you are never going to be able to successfully implement Navision. This is the point where you should be looking at getting a second opinion, and making sure that everything is covered.