I recently started a CRM selection project with a company that has never done a formal selection project before and it reminded me how important it is to frame a selection project correctly right from the start.

Selection projects are not about buying software - although a buying mentality must come to the fore when you get to the contract review/negotiation stage of the project. And a selection project is not about about RFPs - although a well-analyzed and presented RFP maybe key to many selection projects.

I try to frame selection projects from the start as:

1. A business improvement activity that has clear business objectives and success criteria from the start.

2. A business analysis activity that provides an opportunity to appraise current/as-is practices and propose future/to-be practices.

3. An energising activity that staff should be excited about participating in because the end result should make their workday more interesting and more productive - not put them out of a job.