In the IT industry, especially during the implementation of e-commerce or ERP/PIM systems, the analysis and bidding stage is crucial. [cite: 40] [cite_start]Unfortunately, it often happens that the people responsible for sales or consulting do not have sufficient technical knowledge about the functionalities they propose to clients. [cite: 41] [cite_start]What are the consequences of such a situation? [cite: 41]
1. [cite_start]Empty promises [cite: 42]
Salespeople, wanting to win a client, often promise features that are difficult or impossible to implement within the chosen solution. [cite: 44] [cite_start]A lack of knowledge regarding technological limitations leads to unrealistic expectations on the client’s side. [cite: 44]
2. [cite_start]Underestimating costs and time [cite: 45]
Ignorance of technical details results in an incorrect estimation of the project budget and schedule. [cite: 47] [cite_start]As a result, the project drags on, and costs rise, leading to frustration on both sides. [cite: 47]
3. Scope changes during the project
When the implementation team discovers that the declared features are difficult to deploy, scope changes, contract renegotiations, or dropping some functionalities become necessary. [cite: 50] [cite_start]This, in turn, affects client trust. [cite: 50]
4. [cite_start]Conflicts and loss of trust [cite: 51]
A client who feels misled loses trust in the provider. [cite: 53] [cite_start]This may result in terminating the cooperation, negative reviews, or even legal disputes. [cite: 53]
5. [cite_start]Overloading the technical team [cite: 54][cite_start]
The implementation team has to “save” the project by looking for workarounds or implementing ad hoc solutions, which leads to overload, decreased motivation, and lower quality of work.
How to prevent this?
- Collaboration between sales and the technical department as early as the bidding stage.
- Training for salespeople and consultants on system functionalities.
- Transparent communication with the client – it is better to promise less and deliver more. [cite: 55]
- Thorough analysis of needs and possibilities before signing the contract.
Insufficient technical knowledge at the beginning of a project is a straight path to problems, delays, and client dissatisfaction. [cite: 57] [cite_start]The key is education, cooperation, and a realistic approach to technological possibilities – only then does the project have a chance to end successfully. [cite: 57]