ERP Illness: "Do not tell the customer what he or she wants to hear. Tell them what they need to know. They will respect you for it." - Kenneth Larson
Kenneth Larson is our guest today with a great response to the recent article: “Enterprise Software Illness and Policy Gone Bad".
Written by: Kenneth Larson:
You are discussing the wonderful world of "Change Management", an entire category unto itself here at LinkedIn.
One helps the firms you have profiled one by one, understanding the players and the patterns that have led to the current company process baseline and then making constructive changes.
As a consultant I offer the following tips in facilitating change in the firms to whom you consult.
- Do not promise what you cannot deliver
- Do not overextend your resources and get a reputation for poor performance.
- Do not tell the customer what he or she wants to hear. Tell them what they need to know. They will respect you for it.
- Be prepared to provide information, samples and valuable service gratis as a marketing tool. Introduce yourself and then immediately engage the client with your presentation tools available to bring your expertise to whatever topic they are interested in. Let them take you where they want to go with their concerns and their needs.
- Quote and bill what the client can afford and grow with him (in content and resources).
- Be dedicated to working yourself out of a job with a specific customer and having your client take over by training him. He will remember you and recommend you to 10 others.
- Remember growth is a function of persistence and foresight. Know where your market is headed and get their first - then write and speak about your success indirectly by helping others.
- Demonstrate humility and a satisfaction in helping others succeed. They will find ways to give you credit. There are ways of tooting your horn without making peoples' lights go out.
About the author:
Kenneth Larson helps small companies wishing to enter or enhance their position in federal government contracting.
Kenneth is a Veteran 2 tours US Army Vietnam. As a Volunteer Counselor, he assists many small businesses with their planning and operations processes. Since Kenneth spent over 30 years in federal government contract management and 10 years in small business consulting, he naturally receives many inquiries from small companies wishing to enter or enhance their position in federal government contracting.
Contact Kenneth Larson at: Federal Government Contracting======================================
These are principles we follow at Santa Clarita Consultants when implementing ERP solutions. We know from personal experience the value of your advice.