What Our Sales Calls Reveal About the Real Cost of Outdated Strategy Management

At ClearPoint, we talk a lot about the value strategy management software brings—but just as often, we hear about what it’s like before teams come to us. In fact, we recently dug into our own Gong sales call transcripts with cities, counties, utilities, healthcare orgs, and even fire departments to answer one question:

What’s the real cost of doing nothing?

What happens when organizations don’t adopt a strategy management system? When the spreadsheets stay, the priorities drift, and the data lives in silos? The answer was clearer than we expected—and more costly.

TL; DR: What We Found

Let’s cut the chase. Doing nothing is a decision—and it’s often the most expensive one. Here’s a quick overview to recap the specific challenges and the costly consequences of outdated strategy management.

Let's dive in a little bit further and unpack some of these findings.

Finding #1: Time Gets Wasted

In one of our calls with a government operations leader, we uncovered a recurring issue: project tracking wasn’t just inefficient, it was nearly impossible. Managing updates across dozens of managers without a central system created unnecessary complexity and delay. One manager from a large county government described the painful cycle of hunting down project updates across nine divisions:

“It would take an enormous amount of time and energy to sift through every single project… you have to go through each item on each sheet.”

Without a central system, their team was stuck relying on spreadsheets and weekly check-ins just to track the basics. Accountability suffered. Visibility vanished. And the work to keep things moving became a full-time job.

Key themes from government operations:

• Time gets burned on manual processes
• No visibility = no accountability
• There are unmeasured opportunity costs

Finding #2: Talent Starts to Burn Out

In another mid-sized city, with a newly formed innovation team, the pressure was on to transform an ever-changing set of 40+ "strategic priorities" into a clear, actionable roadmap. But without a system to support that work, even the most well-intentioned efforts quickly got buried in disorganization and reactive workflows.

The lone staff member responsible for turning a sea of disjointed updates into meaningful insight shared just how hard it is to be both the strategist and the status-checker. Their story illustrated a common pain: no system = no sustainability.

“We were just emailing directors every month saying, 'Anyone have updates?' I had no good way of showing what we’d achieved over the last five years.”

When leaders spend their energy chasing updates instead of executing, strategy turns into stress. Worse yet, a lack of structure leads to staff burnout—and turnover.

Key themes from innovation team:

• Experiencing excel fatigue & over-reliance on people
• There's a need for visuals & roll-up reporting
• Cost of inaction = loss of time, momentum, and credibility

Finding #3: Big Decisions Get Riskier

During a conversation with a fire department leader, we heard firsthand how strategic ambiguity was threatening to derail multimillion-dollar decisions. They experienced rapid growth—but their systems hadn’t kept up.  

The result? Uncertainty about whether the next move would be the right one.

“We’re relying on gut feeling to make multimillion-dollar decisions—and we have no way to know if they’re right.”

That level of ambiguity came with a price: tens of millions in potential missteps. Whether it’s staffing models or new stations, this fire department made it clear that without data and structure, progress stalls—and risk skyrockets.

“We’d just sit stagnant, spinning our wheels… and still looking for what’s next.”

Key themes from public safety leader:

• No clear direction = risky guesswork
• Gut-driven strategy doesn’t scale
• Need for command-level visibility

Finding #4: Reporting Becomes a Full-Time Job

One healthcare IT executive painted a vivid picture of reporting chaos. With dozens of platforms feeding into one monthly report, their team was spending more time on data prep than data-driven decision-making. The lack of integrated strategy tools meant they had to compile data manually from Jira, Citrix, Snowflake, and more—every single month.

“It becomes a nightmare… a full-time job for someone just to pull and validate data. So, you’re talking about a cost of probably over $50,000 plus benefits kind of thing.”

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Key themes from healthcare executive:

• Data is everywhere—but nowhere useful
• Manual reporting = at least half a full-time job
• The opportunity loss is a growth bottleneck
• Spreadsheets = unsustainable for executive reporting

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Finding #5: Stories Get Lost (and So Do Strategies)

When we spoke with a rural county performance lead, they described the pressure and disorder that arose every time council needed an update. Without a strategic system in place, every meeting triggered a last-minute dash to patch together progress—often with more questions than answers.

This quote summed it up perfectly:

“Without a system, we’ll just keep rushing around, scrambling before every council meeting… and sending updates in giant Excel spreadsheets no one wants to read.”

The story of your progress matters. But without a centralized platform, leaders can’t see what’s working, councils get overwhelmed with data dumps, and teams lose focus on what matters most.

Key themes from performance lead:

• There's instability without a centralized system
• Can't quantify and demonstrate performance—which leads to micromanagement
• Data without direction = noise

So, What’s the Real Cost of Inaction?

1. $50,000+ in manual labor each year ‍
2. Tens of millions in misaligned capital decisions ‍
3. Burned-out talent and delayed projects ‍
4. Micromanagement and lost trust

Doing nothing is a decision. And it’s often the most expensive one you can make.

If your team is tired of spreadsheets, chasing updates, and planning in the dark, let’s chat!  

Let’s make strategy easier—and smarter, Get a free demo.

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