In the present ERP the sales process, due to credit, price, communication faults, the increased demand for package solutions, program implementation and other factors become increasingly important, consultants, companies are increasingly neglected by the customer. But at the same client in the ERP system, also an urgent need to conduct business before the diagnosis, and by planning the implementation of ERP system implementation. Thus provide a planning and business diagnostic software company, fell the task of the natural pre-sale consulting him.
An excellent field of information technology management consultant should be a pre-round development of a variety of capacities with special forces, the basic knowledge required of dimensions, including: expert image, experts, language, industry knowledge, management expertise, software capabilities of knowledge, communication skills, presentation as well as the ability to write programs, and marketing capabilities with the same time, the industry management difficult a certain degree of understanding of, and to have the implementation of the project delivery experience. Requires not only knowledge, skills, but also savvy and comprehensive ability. In the end I have been thinking about what constitutes a true consultant, an excellent field of information technology management consultant is how to pre-Tempered?
Pre-sales consultants should play the role of two kinds of master four kinds of knowledge, with four kinds of capabilities.
Two kinds of roles are excellent teachers and excellent doctor. Because the pre-sale consultant must first have a wealth of knowledge, can say and write, can guide others to do things at the same time also has extensive experience as a doctor to diagnose the illness as quickly and give the treatment.
Four kinds of knowledge is the enterprise business knowledge, business management expertise, software, product knowledge and project methodology. To guide those who play the game, they must know the rules of the game. As a consultant, must be the most basic operations business model, business process concepts have been familiar with the basic language of business. Secondly, allow enterprises to be convinced of the pre-sale consultant must be versed in business management experts, well versed in ancient and modern management theory to understand the management of the modern hot topic. For pre-sales consultants, to do a combination of management and information technology, it is necessary for an understanding of the function ERP product is the core function of their own products, a variety of applications, ERP, CRM, KM and other software products and computer systems Learn. The project methodology the operation of the company's long-term thinking, methods of extraction and condensation in essence, you can help us to quickly grasp the project operation picture, giving us is a bunch of has been a good string necklace, rather than a fragmented one pearl.
Four kinds of capabilities include the ability to integrate learning (research / integration), observation, communication skills (communication / presentation) and structured thinking. Pre-sales consultants need a wealth of knowledge, and each project is facing new challenges, there are a lot of things that you are not familiar with, so regardless of the accumulation of normal, or respond to the project, needs to have a very strong ability to learn, quick search the need for resources, absorb nutrition, and good use of available information, the rapid integration into the needs of knowledge products. Sentence: "A consultant was not the ability to search is a major flaw, enough so that it can not be a good adviser." Perceptiveness right to engage in any occupation for people who are very important, while for pre-sales consulting consultants, it is often the success of the project plays a vital role. Business what the political environment, the real key stakeholders Who? Changes in customer's mind what is it? We are currently in the enterprise, the situation is like? How the wind blows into consideration is very important. Most of the work pre-sales consultants to communicate with people, including customers, with the project team, with the company, and their families, and the consultants in general the pressure also comes from these areas, if solved the communication problem, we can say, a large part of the problem solved. This requires the consultant to timely empathy, can grasp the psychology of communication targets, and adopt the most appropriate manner and language of expression, appropriate use of techniques to allow the listener to understand and empathize. Structured thinking is a pre-sale consultant important capabilities necessary for the consultant's work rules, but also its greatest feature is different from business people. Structured thinking, the ability to help advisers "hypothesis-driven, fact-based structured argumentation," that is rapidly emerging hypothesis, analyze problems, give solution.
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