After hundreds of discovery calls (yes, I've memorized everyone's Zoom waiting room music), software demos, and implementation conversations, I've noticed something. Many people assume my job is to sell software. It isn't. My job is to solve business problems. Along the way, I've heard unforgettable comments, seen some incredibly creative workflows, and learned a few lessons about what makes a software evaluation successful. Today, I'm sharing ten consultant confessions.
Confession #1: I'm Not Trying to Sell You Software
I'm trying to help you determine whether you're buying the right software. Sometimes that means recommending a smaller solution. Sometimes it means saying you're not quite ready, and other times it means admitting that a particular platform simply isn't the right fit. That's not a failed sales call. It's a successful consultation built on trust and understanding. We may be technology experts, but you're the expert on your business.
Confession #2: I'm Going to Ask a Lot of Questions
And I mean a lot. Some questions may seem random or repetitive, and you may even wonder if I'm secretly writing a novel. There's a reason. If I don't understand your workflows, pain points, stakeholders, and goals, I can't recommend the right solution. Discovery isn't an obstacle. It's the foundation for everything that follows.
If you'd like to learn more about the discovery process, check out our Bricks & Chicks podcast, Episode 2: Does Discovery Hurt?
Listen on Spotify: https://open.spotify.com/episode/0BK7OrIKC1XdOySdLOLv6B?si=67b7785caeeb4b8f
Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/episode-2-does-discovery-hurt-discovery-10-10-pain/id1896601284?i=1000769601577&l=fr-FR
Confession #3: "We've Always Done It This Way" Isn't a Workflow
This one might be my favorite.
"Steve updates the spreadsheet."
"Emily emails everyone."
"Then Bob manually enters it into accounting."
That's not a workflow. That's institutional knowledge wearing a clever disguise. Over time, many processes collect so many workarounds that nobody remembers how they started. The good news is those are often the easiest opportunities to improve.
Confession #4: Your Spreadsheet Is Probably Amazing
And also a little terrifying.
Construction professionals create some truly incredible spreadsheets. Color coding, macros, hidden tabs, and formulas that only one person understands. They're engineering masterpieces, but they're also what I affectionately call "load-bearing spreadsheets." Somewhere, there's a spreadsheet that's survived four ERP systems, three IT directors, and two office moves. It has earned a well-deserved retirement.
Confession #5: I Don't Need Perfect Processes
I need honest ones. Show me where people get frustrated, the workarounds, and the parts everyone avoids. I regularly hear things like:
"Only one person knows how to do this."
"We've been meaning to fix that."
"Please don't judge us."
There's no judgment. In fact, that's usually where the biggest opportunities are hiding.
Confession #6: AI Isn't the First Thing I Want to Talk About
I love AI, but before we talk about artificial intelligence, I want to understand your data. Where does it live? Who owns it? Is everyone using the same information? Are your workflows connected?
Using AI with disconnected data is a little like putting a turbocharger on a shopping cart. It sounds exciting, but it probably isn't going to end well.
Confession #7: The Best Implementations Start with People
Successful implementations rarely begin with technology. They begin with executive buy-in, internal champions, training, implementation, communication, and realistic expectations. Software is usually the easy part. Helping people adopt new processes is where the real work happens.
Confession #8: I Love Hard Questions
My favorite customers ask tough questions. They challenge recommendations, bring operations into the conversation, involve accounting, and invite project managers. They're not simply buying software. They're investing in improving their business. Those projects almost always become success stories.
Confession #9: Sometimes the Software Isn't the Problem
I know that probably isn't what you'd expect a software consultant to say. Sometimes we peel back the layers and discover the software isn't the issue at all.
Instead, we find:
- Five teams following five different processes.
- Data scattered across multiple systems.
- No naming standards.
- Critical processes that exist only in someone's head.
New software can absolutely help, but if we simply digitize a broken process, we've only made it faster to do the wrong thing. Buying new software to fix a broken process is like buying a bigger junk drawer. You still won't be able to find the tape measure. One of the biggest wins during discovery is improving the process before implementation begins. That's when technology becomes an enabler instead of a bandage.
Confession #10: My Favorite Conversation Happens Months Later
Don't get me wrong. I enjoy a great demo. But my favorite conversation happens six months after implementation when someone says, "Remember when this used to take two days? Now it takes twenty minutes," or "Our project managers are actually using it." My personal favorite is, "I can't believe we used to do it that way."
That's when every discovery call, workflow discussion, training session, and implementation meeting becomes worthwhile. Because this job isn't really about software. It's about giving construction teams more time to build, collaborate, solve problems, and maybe even leave the office before dark.
Final Confession
After hundreds of conversations, I've seen incredible workflows, creative workarounds, spreadsheets that deserve their own ZIP code, and enough file versions to last a lifetime. Through it all, one thing has remained true. The best technology doesn't replace great people. It helps them spend less time fighting processes and more time doing the work they're passionate about.
If your current workflow still depends on "Ask Mike. He's the only one who knows how to do it," then I have one final confession.
We can probably help.
