My son was very proud of his new car audio system. It even came with an iPhone adapter. My only question to him was; “Don’t you still have engine problems?”

It struck me that many organizations approach IT upgrades and installs much the same way. They take on an IT project before working on the Revenue Engine!

Software does not cure bad habits. Lack of proper training, poor policies and procedures all lead to bottlenecks in your process. Doing a Gap Analysis against your process compared to Best Practice is a sure way of doing a diagnostic test on your Revenue engine. The question is do you do it before or after an install?

Some will argue that you can leverage the IT project to tweak processes. The problem is that you don’t always get the skill sets that are able to do both the IT and revenue cycle improvement. So what are doing for optimization, before or after the IT project?