The partner matters more than the platform. A capable ERP, poorly implemented, becomes an expensive spreadsheet. A mid-sized business choosing an ERP partner should look past the sales deck and test the working relationship before committing.
1. How do you price?
Day-rate implementations reward delay. Fixed-price implementations reward clarity. The partner should be able to quote after discovery, not before it, and then hold the number. If they refuse to fix the price, ask what they are unsure about.
2. What happens to our upgrades?
Any custom work should ship as a properly packaged app, not a patch to core. Ask to see an example of an app they have built and how it was upgraded across a platform version. If the answer is vague, the future upgrade will be painful.
3. Who owns the configuration?
You should own the source code, the documentation and the ability to change the system without calling the partner. Training administrators is not a nice-to-have; it is the exit criterion for a good implementation.
4. How do you handle the awkward truths?
If your chart of accounts needs rebuilding, or two of your processes contradict each other, you want to hear that in week one. Partners who avoid hard conversations in discovery pay for them in the parallel run.
5. What does go-live actually look like?
A big-bang go-live over a weekend is usually a sign of poor planning. A good partner cuts over in waves, runs a parallel period, and provides floor support while people still remember how the old system worked.
Red flags
- Proposals that list every module but say little about your processes
- No mention of data migration or reconciliation
- Customisation quoted as "we will figure it out"
- Training treated as a half-day session the Friday before go-live
Our implementation service is fixed-price after discovery, migration-inclusive, and ends with your team able to build the next workflow. Support and maintenance is available for what comes after.