- high pressure sales tactics convince management its cheaper to "buy off the shelf" than build your own

- but we aren't selling you a finished product (didn't we mention that?), just a base framework that needs customization. Cue fly-in-fly-out consultants for exorbitant daily rates.

- to lower costs, why not send your own staff to our "university" for thousands of dollars for a 5 day class?

- hire said staff to become consultants after customer pays for their training. They don't appear out of thin air!

- when customer finally ditches product, blame them for lack of investment and use contacts to complain at highest levels of bureaucracy.

- rinse and repeat.

A tried and tested formula.