The Need for Change
Changing an organisation’s Customer Relationship Management (CRM) system is often considered challenging by business owners and CEOs. They perceive costs, staff time consumption, and believe that the existing system is sufficient since it’s not “broken.” However, they may overlook the benefits of change, which is why these systems are referred to as “sticky” – they persist in organisations long past their expiration date.
Various factors can force the need for a new system, such as:
- Outgrowing the current CRM’s capabilities
- Entering a new line of service or business venture incompatible with the existing system
- Lack of support for the legacy system within the preferred IT environment (e.g., moving to the cloud for cost and risk management)
- Unavailability, inconsistent support, or concerns about vendor solvency (Vendor risk)
- Competitive pressure from organisations offering superior services through advanced systems, either directly or indirectly
Apart from these drivers for change, there’s a cost-benefit analysis for retaining a legacy system versus upgrading to a next-generation CRM. It’s crucial to make this decision based on a comprehensive understanding of costs and benefits.
Identifying a Legacy System
A legacy system is typically characterised by its lack of cloud-based deployment, scalability, and reliance on internal IT systems for data backup and security. Modern, cloud-based alternatives offer greater data center security, scalability, and redundancy.
Challenges with Legacy Systems
Two main factors to consider are:
- Business Risk
- Business Cost
Legacy software often depends on a small vendor with an unsustainable business model and an insufficient client base to justify investments in software upgrades. This increases the risk of the software failing to meet changing regulatory requirements, leading to additional systems or manual records to maintain compliance.
On-premise systems also pose higher risks than modern cloud solutions regarding data and privacy breaches. These breaches can be costly to remediate and may damage the organisation’s reputation.
Costs(and Benefits of Change)
There are both direct and hidden costs to retaining a legacy system. Direct costs include escalating support costs and potential expenses for new features mandated by regulators. Hidden costs involve the impact on organisational efficiency and productivity.
A modern aged care CRM system can save time, reduce or eliminate manual processes, ensure consistent service delivery, and provide comprehensive audit trail information for compliance.
By increasing productivity, reducing staff and client turnover, and achieving a competitive advantage, organisations can realise significant benefits from upgrading to a current generation system.
Underestimating Benefits and Retention Bias
Organisations tend to underestimate the benefits of transitioning from a legacy system and overestimate the costs or pain of the transition. The decision to replace the CRM is often made years after the cost-benefit analysis would have favored replacement.
Specific Benefits of a Modern CRM System
Some common benefits of a modern CRM system like Nightingale include:
- Eliminating paper-based client onboarding processes
- Real-time funding management and tracking
- Competency-based rostering for improved client satisfaction
- Streamlined NDIS claims and client invoice processing
- Single system for all business aspects, including supported employees
- Improved usability for support workers and increased staff satisfaction
- Client app for better customer experience and reduced customer churn
Upgrading to a modern CRM system like Nightingale provides numerous benefits that can significantly improve your organisation’s efficiency, productivity, and overall client satisfaction. By making the strategic decision to move away from a legacy system, you can unlock the potential for growth and continued success in an ever-changing business environment. If you’d like to explore how Nightingale’s comprehensive and tailored software solutions can help your organisation thrive, we invite you to get in touch with our team of experts. Let us show you how Nightingale can transform your operations and empower your organisation to deliver exceptional care and services. Contact us today to schedule a personalised demonstration and consultation.