From Canada’s Department of National Defense transformation (51% to 97.3% success in 90 days) to today’s Hansen Fit Score framework—27 years of pattern recognition across 180+ implementations.
RAM METHODOLOGY: FROM DND 1998 TO RAM 2025
The Relationship Architecture Mapping (RAM) methodology originated in 1998 during Hansen’s engagement with Canada’s Department of National Defense (DND), where the challenge was not merely technological modernization but fundamental transformation of procurement behavioral patterns.
The initial RAM framework emerged from necessity: DND’s procurement delivery success rate had plateaued at 51% despite functional technology systems, revealing a critical gap between technical capability (Layer 1) and behavioral readiness (Layer 2).
Hansen’s diagnostic approach—mapping relationship structures, incentive alignments, and organizational behaviors—enabled DND to achieve 97.3% delivery success within three months, a 46-percentage-point improvement that validated RAM’s core principle: procurement transformation requires behavioral architecture analysis before technology deployment.
The methodology’s development received validation through Canada’s Scientific Research and Experimental Development (SR&ED) tax credit program, which recognized RAM as qualifying research for its systematic investigation of procurement relationship dynamics and experimental approach to organizational behavior modification.
Over 27 years, RAM evolved from a defense-sector application to utilities, construction, manufacturing, and energy sectors, with each iteration refining the framework’s diagnostic precision. RAM 2025 represents the methodology’s mature form: a systematic approach to mapping relationship architectures, identifying behavioral readiness gaps, and designing interventions that align organizational incentives with procurement objectives.
The Hansen Fit Score framework, introduced in 2023, emerged as RAM’s quantitative expression—translating qualitative relationship mapping into predictive organizational readiness scores. Today, RAM 2025 integrates Hansen Fit Score assessment, Strand Commonality Theory (cross-sector pattern recognition), and the October Diaries (longitudinal transformation documentation) into a comprehensive methodology for predicting and enabling procurement transformation success.
HANSEN FIT SCORE: PREDICTING PROCUREMENT TECHNOLOGY SUCCESS
The Hansen Fit Score assesses organizational readiness through 23 characteristics across five categories:
- Behavioral & Cultural Alignment (8 characteristics)
- Process & Maturity Signals (6 characteristics)
- Data & Intelligence Posture (4 characteristics)
- Technology Readiness & Architecture (3 characteristics)
- Talent & Execution Capacity (2 characteristics)
Derived from 42 years of field observations in high-tech and procurement implementation, documented in the Procurement Insights Archives, the framework produces predictive success probabilities validated against 180+ implementations across defense, utilities, construction, manufacturing, and energy sectors.
BUILT ON 18 YEARS OF DOCUMENTED PATTERNS
The Hansen Fit Score and RAM 2025 frameworks emerged from a systematic analysis of the Procurement Insights Archives documenting procurement transformation patterns starting in 2007. It is the living proprietary archives that contain 180+ implementation case studies with longitudinal outcome tracking across defense, utilities, construction, manufacturing, and energy sectors.
This repository represents 18 years and counting of systematic field observation (2007-2025), building on 42 years of high-tech and procurement experience (1983-2025), creating the empirical foundation that enables predictive frameworks with 75-85% accuracy, validated against real-world outcomes. The Archives continue to expand with each new implementation, testing predictions, refining characteristics, and validating cross-sector pattern transferability—transforming procurement transformation from an intuitive practice to predictive science.
A critical distinction: unlike most procurement industry blogs that chronicle technology evolution from vendors’ perspectives, the Procurement Insights Archives document the field through a practitioner’s lens—focusing not on what best-of-breed vendors promised, but on what organizations actually achieved. This outcomes-focused approach, tracking what happened 18-24 months after implementation rather than celebrating launch announcements, reveals the behavioral patterns that separate the 20% of implementations that succeed from the 80% that fail despite functional technology.
Do you know your Hansen Fit Score?
30
Procurement Insights
Why 80% of Procurement Technology Implementations Fail—And How RAM 2025 Predicts the 20% That Succeed
Posted on October 31, 2025
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From Canada’s Department of National Defense transformation (51% to 97.3% success in 90 days) to today’s Hansen Fit Score framework—27 years of pattern recognition across 180+ implementations.
RAM METHODOLOGY: FROM DND 1998 TO RAM 2025
The Relationship Architecture Mapping (RAM) methodology originated in 1998 during Hansen’s engagement with Canada’s Department of National Defense (DND), where the challenge was not merely technological modernization but fundamental transformation of procurement behavioral patterns.
The initial RAM framework emerged from necessity: DND’s procurement delivery success rate had plateaued at 51% despite functional technology systems, revealing a critical gap between technical capability (Layer 1) and behavioral readiness (Layer 2).
Hansen’s diagnostic approach—mapping relationship structures, incentive alignments, and organizational behaviors—enabled DND to achieve 97.3% delivery success within three months, a 46-percentage-point improvement that validated RAM’s core principle: procurement transformation requires behavioral architecture analysis before technology deployment.
The methodology’s development received validation through Canada’s Scientific Research and Experimental Development (SR&ED) tax credit program, which recognized RAM as qualifying research for its systematic investigation of procurement relationship dynamics and experimental approach to organizational behavior modification.
Over 27 years, RAM evolved from a defense-sector application to utilities, construction, manufacturing, and energy sectors, with each iteration refining the framework’s diagnostic precision. RAM 2025 represents the methodology’s mature form: a systematic approach to mapping relationship architectures, identifying behavioral readiness gaps, and designing interventions that align organizational incentives with procurement objectives.
The Hansen Fit Score framework, introduced in 2023, emerged as RAM’s quantitative expression—translating qualitative relationship mapping into predictive organizational readiness scores. Today, RAM 2025 integrates Hansen Fit Score assessment, Strand Commonality Theory (cross-sector pattern recognition), and the October Diaries (longitudinal transformation documentation) into a comprehensive methodology for predicting and enabling procurement transformation success.
HANSEN FIT SCORE: PREDICTING PROCUREMENT TECHNOLOGY SUCCESS
The Hansen Fit Score assesses organizational readiness through 23 characteristics across five categories:
Derived from 42 years of field observations in high-tech and procurement implementation, documented in the Procurement Insights Archives, the framework produces predictive success probabilities validated against 180+ implementations across defense, utilities, construction, manufacturing, and energy sectors.
BUILT ON 18 YEARS OF DOCUMENTED PATTERNS
The Hansen Fit Score and RAM 2025 frameworks emerged from a systematic analysis of the Procurement Insights Archives documenting procurement transformation patterns starting in 2007. It is the living proprietary archives that contain 180+ implementation case studies with longitudinal outcome tracking across defense, utilities, construction, manufacturing, and energy sectors.
This repository represents 18 years and counting of systematic field observation (2007-2025), building on 42 years of high-tech and procurement experience (1983-2025), creating the empirical foundation that enables predictive frameworks with 75-85% accuracy, validated against real-world outcomes. The Archives continue to expand with each new implementation, testing predictions, refining characteristics, and validating cross-sector pattern transferability—transforming procurement transformation from an intuitive practice to predictive science.
A critical distinction: unlike most procurement industry blogs that chronicle technology evolution from vendors’ perspectives, the Procurement Insights Archives document the field through a practitioner’s lens—focusing not on what best-of-breed vendors promised, but on what organizations actually achieved. This outcomes-focused approach, tracking what happened 18-24 months after implementation rather than celebrating launch announcements, reveals the behavioral patterns that separate the 20% of implementations that succeed from the 80% that fail despite functional technology.
Do you know your Hansen Fit Score?
30
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