During the coronavirus crisis, many companies are concerned with other issues than introducing a new ERP system. At the same time, some companies are now thinking about using the time that comes with a noticeable slowdown in day-to-day business. We started this series on the selection of ERP software at other times. Of course, the crisis has shifted some factors and changed the weightings.
The topic we are highlighting with this article was already discussed in the last part but is strongly influenced by Covid-19: the presentation.
The presentations: The presenter
The presenter is responsible for presenting a ERP software is strongly challenged. Whichever strategy he pursues, each harbours risks that can counteract the effort made up to this point. The lone wolf tries to keep all the strings in his hand and pull off the presentation in a tight presentation, taking into account the limited time available. This can be really exhausting if the plan does what plans generally do: change. The presentation technique doesn't work as it should, the presentation doesn't start on time, questions come up that can't be pushed back for reasons of comprehensibility... and so on and so forth.
TIP
Create sufficient buffers and space for the presenter and audience.
I know that I don't know anything but who knows
The top sales employee who has learnt to deal with such situations. But once you get a certain level of depth in the subject matter, you can no longer provide information and would then need a specialist consultant. "I'll make a note of it and come back to you later with the answer". From the fourth time onwards, many a customer hears this sentence with impatience.
So it's better to visit the customer with more staff. First there is information about the big picture, then one or even several consultants show the ERP software.
The first thing to be used is something that nobody likes but everyone knows: PowerPoint. This doesn't exactly make the first three quarters of an hour any more entertaining, but it does make up for it on the budget the application presentation.
TIP
Agree a fixed timetable with the provider before the presentation: What should be explained with the support of slides, what should/can be shown directly in the application.
I know that I know everything but I don't know how to say it
This is where the full professionals come in. Although they are often competent when it comes to understanding ERP software, they are just as often not exactly presentation professionals. We also know that the consultant who is responsible for this appointment is enthusiastic. Project work did not have to wait for this very date. But even enthusiastic consultants are a risk. He knows the answer to detailed questions and then goes into detail - completely ignoring the deadline.
TIP
Judge not only what was shown, but also how.
A consultant must also "get it across".
Something efficient should then also arrive in the project.
What was that again?
Be that as it may and however a decision is made on the basis of the presentations. In the end, it is often the case that no-one can say what was a good fit and what was not. Provider A was somehow better, more modern, more suitable. Or there was this one criterion that was so important to the boss and provider B was particularly good at it. Or the presenting consultant from provider C made a really competent impression.
Whether the opinions of the assessors are collected in questionnaires or voted on in open discussion rounds: In the end, it is often the gut that decides.
However, the latter should not be underestimated or neglected.
You can often subliminally perceive how much showmanship was involved in a performance or/and insecurities were covered up. All of these are not insignificant, right down to the body language.
TIP
Judge not only what was shown, but also how.
A consultant must also "get it across".
Something efficient should then also arrive in the project.
more on the subject:
ERP selection - if it were that easy / Part 1
ERP selection - if it were that easy / Part 2
ERP selection - if it were that easy / Part 3
ERP selection - if it were that easy / Part 4
ERP selection - if it were that easy / Part 5
