In the Corona crisis, many companies are preoccupied with other issues than introducing a new ERP system. At the same time, some companies are thinking about taking advantage of the time that brings with it a noticeable slowdown in day-to-day business. We started this series on choosing 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 started, but is strongly influenced by Covid-19: the presentation.
The presentations: The presenter
The presenter is not responsible when presenting a ERP software strongly challenged. Whichever strategy he pursues, each carries risks that can counteract the effort made up to this point. The lone warrior tries to keep all the strings in his hand in consideration of the limited time and to pull the presentation through in a tight lecture. This can become really exhausting when the plan does what plans commonly 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.
I know that I don't know anything but who knows it
The top salesperson who has learned to deal with such situations. However, after a certain step into the depth of the matter, it is no longer possible to give information and then one would need the expert advisor. I'll make a note of it and get back to you later with the answer". After the fourth time, many a customer hears this sentence with impatience.
So it's better to visit the customer with more staff. First there is information on the big picture, then one or even more consultants show the ERP software.
The first thing that comes into play is something no one likes, but everyone knows: PowerPoint. This doesn't exactly make the first three quarters of an hour more entertaining, but it makes up for it in the shortest time. budget the application presentation.
I know that I know everything but I don't know how to say it.
That's where the full professionals come in. They are often confident in their understanding of the ERP software, but just as often they are not exactly lecture professionals. In addition, we know that ? the consultant, who is important for this appointment, is enthusiastic. Project work had to leave from this very appointment. But even enthusiastic, the consultant is a risk. He knows the answer to detailed questions and then they go into detail ? completely ignoring the time limit.
What was that again?
Be that as it may, and however a decision is made on the basis of the presentations. Often, at the end, no one can say what exactly was right and what was wrong. Supplier A was somehow better, more modern, more suitable. Or there was this one criterion that is so important to the boss and that supplier B was particularly good at. Or the presenting consultant of supplier C had made a really competent impression.
Whether the opinions of the assessors are collected in questionnaires or whether they are voted on in open discussions: In the end, it is often the gut that decides.
However, the latter should not be underestimated or neglected.
You often perceive subliminally how much of a show there was in a performance and/or how much insecurity was covered up. Right down to body language, all of these are not insignificant.