Organisations have long relied on exhaustive RFPs and RFQs to procure new technology or services. Lengthy lists of requirements, often mined from outdated systems or proposed by administrative teams, dominate the procurement cycle. Yet despite the effort invested, this approach rarely aligns suppliers with your long-term goals. It is time to challenge the old way and adopt a strategic process that focuses on where your organisation wants to be in three, five and ten years.

If you’ve ever breathed a sigh of relief at the end of a long software implementation, you’re not alone. That moment of “phew, we made it” often comes with a quiet forgetting—of all the promises made at the start, all the dazzling demo moments, and all the bold claims about how this new solution would revolutionise your business.