how are reports being delivered?  Does HR have to run all reports for the management team or does the management team have access to data at their fingertips?  Do employees have to come to HR to fill out a form to make changes to their own data (address changes, name changes, benefit enrolments  etc.) or do they have direct access to control and verify the accuracy of their own data? One of the biggest challenges we face here at Staff Squared is that HR is not considered integral to the success of the business.  If the people in charge of a company do not see a potential new HR solution addressing the needs of the company, it's likely that it will not be considered any further.  With every department in organisations competing over a limited budget, it's essential that you show how you are planning to resolve specific issues the management team are either currently facing or may face because of future plans/changes in the company. It's important to provide specific examples of how a HR system will allow the business to benefit in a wider sense, in addition to solving HR specific pain points.  Ultimately, by painting a picture of what life will be like once you have a HR system in place, you are more likely to succeed in "making the sale" for a new HR software application.