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The €10 Million Mistake That No One Talks About
You just invested in the best technology money can buy.
A cutting-edge CRM. AI-powered automation. A sleek, state-of-the-art dashboard.
But six months in, your team is still using Excel.
Sound familiar?
I’ve seen companies spend millions on new systems—only to watch them collect
digital dust. The problem? They assumed that better technology = instant success.
Reality Check: Your Team Determines Success, Not the Tool
Your operational teams are the ones who will use this system daily. If they don’t see
the value, if they find it too complicated, if they weren’t involved from the start—
they won’t use it.And when they don’t use it?
You get:
❌ Data duplication (entering the same info in multiple places)
❌ Siloed information (teams keeping their own secret spreadsheets)
❌ Costly mistakes (bad data = bad decisions)
Case Study: A Salesforce Disaster
Let me tell you a quick story.
I was working at a top consulting firm when leadership decided to roll out
Salesforce. It was supposed to revolutionize how we tracked candidates, employees,
and clients.
Instead, it was a nightmare.
- No one was properly trained.
- The tool felt forced on us.
- It was more work than our previous system.
So what happened?
Most people just ignored it.
To this day, my former colleagues admit they use only 10% of its capabilities.
The irony?
Even with a multi-million-dollar CRM, they still track everything in Excel.
Worse yet, they manually update Salesforce just to keep leadership happy.
This isn’t just inefficient—it’s non-compliant.
👉 Your fancy new software isn’t helping if your team is secretly working outside of
it.
The Fatal Assumption: “We Know What’s Best”
Executives love choosing tools based on big names and shiny features. They
assume:
💡 “If we buy the best system, success will follow.”
But here’s the truth:
🚨 The best tool isn’t the one with the most features—it’s the one people actually
use.
Yet, I’ve met executives who refuse to involve employees in the decision-making
process.
One even told me:
“If I need to ask my team what they need, I’m in the wrong job.”
🚩 If that’s your mindset, we can’t work together.
The Leaders Who Get It Right Do These 3 Things:
The strongest leaders don’t just buy tools. They build adoption.
Here’s how:
- Listen First. Your operational teams know what they need. Ask them.
- Engage Early. Get their input before making a decision.
- Pilot & Test. Run small trials before full rollout.
What You Can Do Today
Want a system people actually use? Start with these three steps:
✅ Find Internal Champions – Identify respected employees who are open to change.
They don’t have to be managers—just influential among their peers.
✅ Interview Your Users – What are their biggest pain points? What frustrates them
about the current system? What would make their jobs easier?
✅ Co-Build the Solution – Let them help shape the new system. When employees
feel ownership, they become internal advocates—driving adoption for you.
"The secret of change is to focus all your energy not on fighting the old, but on building the new."
Socrates
How We Turned a Broken System Into a Competitive Advantage
One of our clients, a top-tier HR consultancy, wanted to integrate AI into their
processes.
But before we even touched AI, we looked at their current system.
What we found was shocking:
❌ Outdated software that couldn’t support modern features
❌ Scalability issues that made future growth impossible
❌ A non-existent support team from their software provider
And the biggest problem?
Employees weren’t even using the existing system.
Instead of patching a broken tool, we rebuilt their ATS/CRM from the ground up—
based on real employee feedback.
The Most Eye-Opening Moment?
When we told the board that employees were still tracking everything in personal
Excel files, they didn’t believe us.
But because we had conducted in-depth interviews and gathered hard proof, they
had no choice but to listen.
The result?
💥 A system built for real-world users, not just for leadership.
💥 An AI-ready platform that eliminated repetitive tasks and boosted efficiency.
💥 Employees who actually loved the new system—because they helped create it.
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