“Our old software” syndrome

A few days back, while prototyping a new solution for a customer, one of the key users said: “But in our old software it didn’t work like that.” I was about to try to explain why the change, but then the user’s boss said:

– We aren’t implementing a new solution so that everything can stay the way it was.

How often does it happen to you that your customers say to you a similar thing: “But in our old system…”? What do you say to them? How do you approach change when your consultant proposes a new way of doing things, or a new approach to a common problem?

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