How do you choose the right ERP partner?
Ask every candidate the same ten questions and compare the answers in writing. The technology is rarely why a project goes sideways. The delivery is.
By Rob Griffin, Founder and Principal · Updated
- 1Choose the partner, not just the software.
- 2Ask the same ten questions of everyone, in writing. Good answers are specific; red flags are vague.
- 3Look for one account team: the same people from the first conversation through support.
The 10 questions to ask any ERP partner
What a good answer sounds like, and the answer that should worry you.
- 01Who, by name, will run our project, and have they delivered in our trade?GOOD ANSWERNames, roles and two projects in your industry.RED FLAG“We’ll staff it after you sign.”
- 02Will the people who sell it be on the project after we sign?GOOD ANSWERThe seller stays involved and is accountable for the outcome.RED FLAGA hand-off to a delivery team you haven’t met.
- 03Will you build the demo with our data?GOOD ANSWERA demo built on your jobs, your cost codes, your billing.RED FLAGA generic demo with sample data.
- 04What exactly is in scope, and what isn’t?GOOD ANSWEREvery deliverable named in writing before you sign.RED FLAGA one-page scope and “we’ll figure it out in discovery.”
- 05How do you price it, and what sits outside the fee?GOOD ANSWERFixed fee after discovery, with exceptions named.RED FLAGHourly estimates with no cap.
- 06How will you handle our legacy data, and when will you look at it?GOOD ANSWERThey examine your data before pricing migration.RED FLAGMigration treated as a line item nobody has looked at.
- 07How much of our team’s time will this take?GOOD ANSWERNamed people, hours and phases, before kickoff.RED FLAG“Not much.”
- 08Can we call two clients in our trade who went live recently?GOOD ANSWERNames and phone numbers.RED FLAGLogos only.
- 09Have you recovered a stalled implementation?GOOD ANSWERA specific story of what they changed.RED FLAGThey’ve never had to.
- 10What happens after go-live, and who picks up the phone?GOOD ANSWERThe same account team, and support billed for time spent.RED FLAGA separate help desk and prepaid hour blocks.
The ERP partner checklist
All ten questions on one page, with room to score each partner side by side. Bring it to every demo.
The difference a true ERP partner makes
Drywall Interiors on working with Rob and the team through their Acumatica journey: guidance, support, and a partner that understands the realities of construction operations.
“Instead of a generic demo, they used our actual data and showed us what the system could do for our business.”
One account team, start to finish
You work with one group of people. The senior practitioner who scopes the work runs it and stays for support. No hand-off from sales to delivery to a help desk.
People tell us that model can’t scale. It scales fine. It just doesn’t scale by hiring whoever is available.
- You’re outside construction, project-based services, field service, distribution or light manufacturing.
- The lowest hourly rate is the deciding factor.
- You want every old customization rebuilt instead of trying the standard way first.
We’ll tell you, and point you somewhere better.
Choosing an ERP partner: common questions
What questions should I ask an ERP implementation partner?
+
Ask who will run the project by name, whether sellers stay on after signing, whether the demo will use your data, what is in and out of scope, how it is priced, how legacy data is handled, how much of your team’s time it takes, for two references in your trade, about project recoveries, and who supports you after go-live.
What is the biggest red flag in an ERP partner?
+
A partner who can’t name the people who will run your project, or who shows a generic demo instead of one built on your data.
Is a bigger ERP partner better?
+
Not necessarily. What matters is who is assigned to you, whether they know your trade, and whether someone with a stake in the outcome stays on your account.
When is Dominate Solutions the wrong partner?
+
When you are outside construction, project-based services, field service, distribution or light manufacturing, when the lowest hourly rate is the deciding factor, or when you want every old customization rebuilt instead of using the standard way first.
Start where you are. Six questions, and you’ll know which path fits your business.