“We can't risk disrupting operations”
COO · ERP and finance software
A COO who can't risk disrupting production is protecting the thing that pays for everything else, and a failed system change can stop a factory. Don't promise there's no risk. Ask what a safe change looks like: when the quietest period is, and what a phased rollout would need to protect.
Practise it before the real call
Free to start. No credit card.
What the buyer says
We can't risk disrupting production for a system change.
How to handle it
Listen
Hear "production". The fear is operational: missed shipments, idle lines and unhappy customers.
Acknowledge
Agree that operations come first, and that a system change has to be planned around them.
Explore
Ask when their quietest period is, what went wrong in past system changes, and which processes absolutely can't stop. Ask what a fallback plan would need to include for them to feel safe.
Respond
Propose a phased rollout timed around their quiet period, starting away from the most critical processes, with a clear fallback. Be honest about the risks, and specific about how you'd reduce them.
Say this
“That makes sense. Production has to come first.”
Say this
“When is your quietest period?”
Say this
“What would a rollout need to protect for you to feel safe?”
Variations
- Operations Director: “The last system go-live stopped our warehouse for two days.”
- Plant Manager: “Don't touch anything that runs the shop floor.”
Questions people ask
How do you respond when a COO is worried a system change will disrupt operations?
Agree that operations come first. Ask when the quietest period is, what went wrong before and what can't stop, then propose a phased rollout around that period with a clear fallback plan.
How do you reduce the risk of an ERP change in manufacturing?
Plan around quiet periods, roll out in phases starting away from the most critical processes, test thoroughly, and keep a clear fallback plan.
More objections in ERP and finance software
- “Audit will never sign off a change”
- “We've only just upgraded our ERP”
- “Our systems integrator will say no”
- “Our month-end close works”
Practise it before the real call
Free to start. No credit card.