This is an old story we see all the time. A policeman happens upon a drunk frantically searching for something at the base of a streetlight. “Hello there, looking for something?” The drunk looks up, “Yesh Offisher, I lost my keysh in the park.” “In the park? Then why are you looking on this street corner?” says the confused cop. “The light is better here!” says the drunk.
This is the problem with how EPM projects are governed today, and no, I am not implying drunks are prevalent in EPM! Too often prospects make decisions based solely on price, thinking that value is equivalent across service providers, and net ROI is maximized by selecting the lowest cost implementation proposal. I encourage customers to stop and think about what they get with the low cost provider. A team that doesn’t have the ability to offer the appropriate breadth services that are specifically designed to add value while reducing risk, leave only the lowest common denominator of value in their wake.