Do you feel like the door keeps slamming you in the face when you mention getting a CMMS to have better asset and maintenance management? Have you become so discouraged by the excuses from senior management that you have given up? If yes, then change your perspective to make sure the glass is half full and not half empty.
Valid Objections or Excuses to getting a CMMS
There are many objections a person hears from decision makers, but they basically boil down to 3 themes. They are as follows:
- There is no money or no budget for CMMS software.
- Resistance to change.
- Lack of long term vision.
What the Objections to a CMMS Really Mean
Objections are just an excuse otherwise reasonable people make to avoid taking risks. The key is looking behind the objections to determine the real scare point. Let us take a look at these objections and consider them in the context of some famous quotes.
- No money, no budget: In rare cases there really is no money. On the other hand, existing businesses can almost always make a successful case for raising money by demonstrating to senior management or lenders that investing in X will save X + Y dollars providing a ROI of x% and a payback over a specified period of time.
“Insanity: doing the same thing over and over again and expecting different results. ”
Source: Albert Einstein
The point is that nothing is going to change unless you try.
- Resistance to change: The three primary factors of resistance to change are:
- Job security concerns because people are afraid that they will no longer be needed. The reality is a CMMS solution enables maintenance staff to do more with the same amount of resources due to increased maintenance efficienciesand the planning/scheduling of maintenance activity.
- Narcissistic management: The decision maker believes they know better than anyone else resulting in an unwillingness to listen to new ideas. This is sometimes known as Pride or one of the Seven Deadly Sins of Asset Management.
- The value of the CMMS is not understood. Implementing a CMMS is a change in how maintenance management conducts operations. Quality CMMS software is a tool designed to allow maintenance managers to know the condition of all assets at any time to be able to plan the best proactive strategy possible.
“Many of life’s failures are experienced by people who did not realize how close they were to success when they gave up.”
Source: Thomas Edison
The point is never give up trying to find a better way.
- Short-sighted bosses: Too often good ideas are ignored or not acted upon because the person in charge is only interested in short-term gains that occur under their stewardship. Potential long term gains are brushed aside leaving companies wondering why they are unable to compete in a global marketplace.
“If you think in terms of a year, plant a seed; if in terms of ten years, plant trees; if in terms of 100 years, teach the people.”
The point is adjust your objective to plant a seed for the future.
Overcoming Objections for Using a CMMS for Facilities Management
How can you stop the door from slamming in your face? The answer is to adjust your tactics. Businesses are run by the numbers combined with politics. Some potential alternatives include:
- No money, no budget: The next time you ask, make sure you can make your case by the numbers. Good decision makers will base their decision on an analysis of the cost versus benefits. Make sure they see the potential savings up front and again at the end of your presentation.
- Resistance to change: Overcoming a resistance to change is the most difficult. It requires achieving buy-in from maintenancestaff, facility managers, executives and managers from all areas that will be affected by the CMMS.The idea is to show people how the change will make their job easier, and allow them to demonstrate their skills. This is easiest if all affected parties have input into the change and feel they have contributed to the final request for a CMMS.
- Short-sighted bosses. Since you can get into trouble for taking them out to the woodshed, the better plan might be to work on getting the buy-in so you can be ready to present your case to the next boss.
The goal of every exceptional facilities manager is to do the best job possible with the resources available.
- Access the current situation like the # of work requests, backlog, skill level, condition of assets, proactive vs. reactive maintenance and so on.
- Determine available resources such as manpower, age of assets, work order trends, maintenance histories, operating budget, capital budgets etc.
- Determine resources needed (such as a CMMS) to handle the workload.
- Make a plan of action to achieve your goals of improving asset and maintenance management.
- Execute plan
One final thought from Confucius as he seemed to have a phenomenal perspective of the way the world works.
“When it is obvious that the goals cannot be reached, don’t adjust the goals, adjust the action steps”
Tell us how you convinced your company to use a CMMS. If you liked this article you may also want to read: