Monthly Archives: December 2008

Dynamics NAV (Navision) Can Solve All of Your Business Pains!

Dynamics NAV (Navision) can do anything for your business. Yep, you heard it right. Implementing Dynamics NAV (Navision) can solve all of the problems for your company. It’s true! Since working with Dynamics NAV (Navision) in 1999, I have never encountered a business problem that cannot be solved in Dynamics NAV.
Compliance? No problem.
Reporting? No problem.
Unique business processes? No problem.

AND! Implementing Dynamics NAV will solve your company’s problems within a reasonable budget!

But how is that possible? We all know every software has it’s limits. What if customers makes irrational requests? What if the salesperson over promised? What if the project will take 1000 hours to program?

You can probably think of a million more “what if”s. The bottom line is implementing NAV will resolve all of your client’s business problems. You absolutely need to keep this mentality or you won’t have a successful career in NAV.

First and foremost, you MUST believe this as well. All Navision programmers knows how quick it is to deliver on customer’s request and it’s unique ability to adapt to any environment. If you do not believe this is true, you’re working with the wrong software.

The first step in truly believing this is remove the word NO from your vocabulary.

By being closed minded and using the word “No” too often, not only are you diminishing the potential of NAV to your clients. You are training yourself to become close minded on finding clever ways to solve difficult problems.

Do not say no to customers, instead, find alternative solutions. You should have enough experience to know if the requirements does not make sense. And you should have enough understanding of business process to give alternative solutions to address the client’s pains.

Take for example the following scenerio:
Client: “I want to go to the moon”
You:    “Why do you want to go the moon?” (while at the back of the head thinking “Oh crap, the salesperson promised the moon”)
Client: “I want to see the surface closely”
You:    “If I can get close up pictures of the moon’s surface, would that be sufficient?”
Client: “Ok”

Or this scenerio:
Client: “I want to go to the moon”
You:    “Why do you want to go the moon?” (while at the back of the head thinking “Oh crap, the salesperson promised the moon”)
Client: “I want to feel the moon’s atmosphere”
You:    “At the Kennedy Space center, you can feel the moon’s atmosphere. Would that be ok?”
Client: “Ok”

Instead of:
Client: “I want to go to the moon”
You:    “No, you can’t go to the moon, it’s not possible with current technology”
Client: “The salesperson said I can.”
You:    “No. It’s not possible, your request is illogical”
Client: “Get your salesperson back here, I want a refund!”

I know this is a very, very simple example, but you get the point. Every problem is diffcult and easy depending on how to approach it.

In an implementation, much like in sales, you need to get as many people on your side as possible. By throwing the word “no” around too often, you will be seen as an enemy trying to make their daily lives miserable. Furthermore, the client will be convinced that they have bought the wrong solution.

It’s important to keep a positive attitude during an implementation. Instead of directing customers to dead ends and killing their dreams and hopes, show them the light at the end of the tunnel by addressing their problems and pains in a different way. Engage their illogical request and do the work to make it logical for them. Listen carefully to their request and dig into your experience and knowledge to provide the customer with a better way. If all else fails, ask your client to write their request logically on a piece of paper (this always works by the way).

Consider this: No business that can buy NAV operates on flawed or illogical business process. So you can safely eliminate the probability that the client request is flawed or illogical. So the solution must be on the implementor/developer. It’s your job to recommend:
1. A solution
2. An alternative solution
3. A better solution

No one in the world likes to pay for “No”. And removing “NO” from your vocabulary is the first step on becoming the best implementor and developer in the world.

I know there are experts in the community that feel very strong about this. All comments (flame or non-flame) welcome!