Your real job when selling into a company: help the employee get promoted

People at companies don't want to get fired — they want to get promoted. That's the thing most people won't say out loud, but it's the truth. Your job as an outside contractor or freelance developer engineer is to help them get promoted. You don't do that by migrating from one ERP to a marginally better ERP. You do it by driving value cost-effectively. When performance review comes around, the employee can point to your project and say, 'I worked on this, and look what it delivered.' That's the win. Help them get that win, and you'll always have a champion inside the organization.