Most software buying mistakes don’t start with the product or the vendor — they start with a vague brief, internal politics and a lack of discipline.

In this episode of the CFO Access Podcast, Jeff Robson speaks with Mark Birkinshaw about why organisations can waste serious money on technology they don’t actually need, why truly independent advice matters, and how finance leaders can de-risk major IT decisions before contracts are signed. The conversation explores:

• How vague requirements can lead to expensive technology decisions • Why internal politics can influence software selection

• The value of genuinely independent technology advice

• Procurement and data governance considerations

• The growing challenge of AI and shadow IT

• How to avoid buying a “shiny” piece of software dressed up as a solution

• Why experience matters when navigating complex technology decisions

A practical conversation for CFOs and senior finance leaders who want to make more disciplined, informed technology investments — and avoid expensive mistakes.

This Episode

00:00 Intro: meet Mark and Tango

01:42 From chartered accountant to selling software

06:59 No timesheets: paying people on output

09:32 How accounting plus sales became an advantage

17:46 Why Tango won’t tell you which one to buy

23:23 Fixing government procurement

26:44 The biggest mistake: not defining what you need

32:01 De-risking a major technology decision

39:52 Where finance teams get data governance wrong

46:36 AI, shadow IT and vibe coding

53:09 Where AI genuinely helps CFOs

58:33 The Tango branding disaster

1:03:58 Dad jokes to finish

Connect with Mark Birkinshaw on LinkedIn