Do bookings matter? Yes. What about MRR and ARR? Of course.
However, such KPI’s have a short-term focus that may come at the expense of long-term measures of success. Pressures to sell and to implement profitably can influence a consultant, and their use of so-called best practices and standards tend to fit the client to the system – not the system to the client. The result? The client is often dissatisfied with the outcome.
I see this happening more and more. I am frequently asked to follow consultants with design enhancements to finish a client’s business requirements, not just in the system but around it . . . and to train too!
Can we just slow down a little and listen to the client? We need to get back to fitting the system to the client, and to building business platforms that stand the test of time.