First, what is the ERP implementation consultant?
ERP Implementation Consultant "is the company's ERP implementation as its own, and puts a lot of human and financial resources to achieve this goal." They are proficient in the use of ERP theory and ERP software, skilled in implementing project implementation methodology, can effectively handle all kinds of problems in the implementation process, they are experts in management, many people have implemented rich experience in different ERP projects in different industries, At all stages of the project implementation, you can have your heart. ERP implementation consultants "should be responsible for the various stages of the project implementation to ensure that the required operations are completed as required by the required time, and the personnel must participate in the truly highly efficient participation. In order to achieve their commitment, they To transform the skills and methods they have in the actual work plan - the method is refined into the task and implements the specific individual. Each stage, each task is scheduled to decide, thus finalizing the project plan. The consultant has brought additional value to the project, and their actual operation experience has benefited the company, and they know what to do, what should not do, thus avoiding "error-correction" way. " Some people summarize the content of ERP consultation and implementation - that is, the implementation of the consultants: 1. According to the environment and resource status of the enterprise, analyze the feasibility of establishing an ERP system, scientifically formulating the strategic objectives of ERP projects; 2. Determine the requirements of the company to ERP, including function, time, efficiency and other aspects; 3. Analyze the status quo of enterprise management and the gap of the ERP system implemented, and develop the enterprise process restructuring and management improvement. In the implementation process, consultants must diagnose enterprise management, find gaps, propose business process restructuring programs, management business standards and data preparation programs; specific by companies. 4. Consult training. ERP project implementation not only requires management knowledge and ability to improve, but also requires their attitudes and behaviors. "Attitude", "knowledge", "ability", "action" must be promoted by the training of consultants. As an ERP implementation consultant, in addition to understanding management, understanding ERP software, understanding some ways to do things outside the methodology. Good working methods allow consultants to quickly obtain customer trust in the project process and quickly solve the problem.
Second, ERP implementation consultancy should work hard to establish and share reputation
Accurately position your own, and actively establish your reputation. From the two perspectives to consider the problem, one is to think about the problem of industry competition and company operation from the perspective of high-level managers. First, from the professional, meticulous perspective, consider the issues of data processing such as documents, reports, interfaces. When you fully demonstrate your professionalism and play your role, the credibility naturally establishes.
At the same time, pay attention to sharing reputation with our customers. Establishing a reputation is to better complete the task and faster, not to compete with the customer to compete for project control, compare who contributes more in the project, and who is more high. Therefore, don't pay attention to yourself, share your honor with our client colleagues to build credibility.
Second, establish a customer confidence
Even if you have a cooperation or contact, even the customer is signed by you, the ERP project is initially carried out, and the customer will still re-check your confidence and ability to make sure they choose you are correct. Therefore, each meeting with our customers should be fully prepared and have sufficient agility and enthusiasm. Active and customer communication is helpful to build confidence, at the same time, set some simple goals in the initial stage and complete it and efficiently, you can trust you more quickly. A very effective way to build confidence in the project is "rapid success" - achieve a certain result, or provide value of value.
Third, add value for customers
Try beyond the expectations of our customers and add value to our customers. I don't advocate providing free services to customers, but suggests that you provide additional benefits through reasonable work or helping customers who may exceed the promise. It is best to have a very valuable value for customers and don't increase your workload. For example, when completing the project program with the customer's project manager, it will help him more deeper the project understanding; or provide reference information in some industries when training. Fourth, effective management time
Time is the company's product, ERP's property, and time is also the most scarce resource in people, and must have a valid management time. This requires three most important skills:
(1) Determine the priority of the work and then operate according to the established priority; (2) a sufficient time to allocate the currently established work;
5. Inspiration of customers think more and ask, inspire customers their own thinking. Telling a long time, wrote that long document, but the customer didn't listen, see it, why? "Filling" is difficult when the customer does not pay attention to the problem and think about it. If you first come to the customer, you can do it better for them to see the questions. Don't rush to tell him "correct answer". When the customer really begins to think, they will chase you to answer. Sixth, encouragement to tell the idea that when people began to think, you should consider the problem of feedback. How to learn about everyone's opinion? You know, not everyone is willing to sharing their own views of "stupid", "unreal" risk. Still want to ask. Expand the customer's ideas through "What" "How to" started, then use directional problems to lock the answer in "whether it" is "whether it" is used to test the level of understanding of information guided by open problems. Attention, ask questions must be sincere, as long as answering, thank you, once inadvertently expressing the contempt of the answer, it is equal to blocking the customer's mouth. Another tip that is worth paying is: whether your silence can prompted customers to talk about this topic. 7. When you have suggested suggestions to make recommendations to your customers, you must have a decent, don't let customers think that you are arrogant or in a mess. Whether or not the way will determine the effect of the ERP project in this link (at least efficiency). The following suggestions may have some help you: "Before presenting the recommendations, the other party's reflection of the recommendations is very valuable. In this case, you can express the recommendations without a promise: for example One suggestion we have determined is ... "Or," In another customer's project, we have made such suggestions ... ". Discussing your ideas with others will also provide useful information, can help you clarify or modify suggestions." Note "in one In the organization, many people have the right to say "no". Although some of these people do not have practical power, they can stop the progress of the situation. Therefore, please remember that you must not only convince those who can cause things that can cause things. It is also necessary to convince those people who can refuse to recommend. "Eight, use experience in the implementation process of ERP project, implement consultants and customers may have a lot of problems that can be" one shot ". Customers may have doubts about the plan, personnel arrangement, training method, and coding system, etc., and the best way to disperse is to speak with experience. Let customers understand routine, suitable for this software, suitable for this industry and What is the best way of scale companies? Note that your strengths and customers are compared: Your suggestion has been (a lot) fact prove, and customer thinking - it is just an idea! "You must be clear in your heart, that is, ERP is a new field for customers. Customers want to get some guarantee when they have a price expensive and have risky plan. Let customers know you It is recommended to implement a good suggested component in other customers' plans. "Nine, active publicity news I heard that" good things don't go out, bad things thousands of miles "? Methods Nine and Methods 10 are to solve this problem. Every successful information is not only responsible for the "Notification" and "Celebration" tasks, you must pass it to firm everyone's confidence, so that each good news is the power and horn of the next stage task. How to make a good time? Of course, it can be conveyed by formal meetings, stage progress inspections, project brings, etc., but can also be "free" when they are chatting with ERP project group members or other employees who have influential employees. The implementation consultant should carefully plan information transmission, and ensure that "progress how" "how" "" "" "" "" ""
At this point, the interests of the consultant and customer project group are completely consistent. Customers also hope that colleagues know, understand, believe that the project is going smoothly, I hope everyone thinks that the project team is meaningful, fruitful thing. X. Active counseling is the importance of analyzing problems when the bad news is unavoidable. If you can make up for your own efforts, it is best not to trouble customers. The so-called "quietly enter the village, shoot the ground," to avoid the confidence of the ERP project support. If the problem occurs is not as simple, "It is best to tell the customer before the problem has not become a crisis. The most ideal situation is: personally meet customers, and clearly state the relevant questions, and put forward your solution." In general, regardless of how customers complain about the members of the client ERP project group, they will still try to reduce the impact together to get the trust of other colleagues. Therefore, the recommendation for bad news is to establish a small problem blocking message, not to develop bad news; not the block of blocking is fully communicated in the project group, and minimizes the impact. XI, rapidly solving the problem, whether it is implementing consultants or customers, in terms of understanding of ERP, project progress and resource dispatch, personal character and work habits, mutual trust and work cooperation, some deviations can inevitably After all, there is no person, things are not a constant. In the project, once deviations occur in the project group, there should be a positive treatment of problems. This is one of the key criteria for testing experts and is one of the key ways to deal with customer relationship. Some experts (most of them are less experienced) are reluctant to admit that they can't solve the problem, but it is best to recognize the problem before these problems have deteriorated into the crisis, and seek help from others or other people. Third, the work should be paid attention to in the work of the ERP consultant. I don't easily say "no" to the customer. When the customer puts forward a question consultant to judge, whether it belongs to the implementation of the consultant, if it belongs to the consultant implementation, And you don't know, you should record the problem, and explain it clearly, go back, please teach senior consultants to answer, if the problem does not belong to the ERP category, for example: Customer proposing the ERP system Can't run an order and workshop according to MRP The capacity system is automatically arranged, and it is actually impossible, which is artificial intelligence, and it is clear to the customer.
Second, never degrade others as an ERP to implement consultants, non-difficult and blame their colleagues, customers, and competitors will never have any help for their reputation. For those sales representatives of excessive commitments, there is always a BUG developer, and you cannot complete the task, you can't show "helplessness", "complaint", "hate" in front of anyone. If the customer is reasonable to complain about your colleagues, or you can't set up things because of your colleagues. It should only be recognized first, and then the timely handling of complaints, rather than derogation of his colleagues, even with sound.
Third, exchange skills pay attention to your image and body language, customers should pay attention to each other when speaking, don't grab, don't have some bad little action. When starting to talk about the project, you must understand the industry characteristics of the other company and participate in the positions in the negotiation personnel in the enterprise. When you feel the management knowledge of the other party, the practice experience exceeds yourself, you should be modest, and you will publish some yourself in key moments. And guide the topic to the software. When the other party's management knowledge is not as good as yourself, the problem and problem should be in software in the software solution, and there is not to talk about something that can be solved.
Fourth, don't pursue the theory "Perfect" to clarify the task - we need simple and viable solutions, rather than theoretical "perfect". V. Management issues Due to the confusion of management, the implementation consultants can make some management programs, and the specific implementation consultants do not participate.
