These days everyone wants to be an SAP consultant. As a result, potential clients have a lot of choices on whom to hire for each SAP project. With the glut of competition, how can you stand out from the crowd and score the best project engagements? According to experts Jon Reed, vice president of SAPtips (www.saptips.com), and Bill Scheer, research analyst with Kennedy Information, Inc., the keys to success as an SAP consultant are choosing the right projects, positioning yourself competitively, and putting the client first while knowing your own limits.
Also check out the companion article: "Breaking into SAP consulting"
The right projects
First of all, be sure to bid on the projects that will best suit your situation. Obviously everyone wants profitable contracts, but the right contracts to pursue often depend on an individual's personal financial picture. For example, contracts that involve travel expenses will be less profitable than local contracts. It also pays to find the most direct route to the client as possible, says Reed. "All kinds of intermediaries and brokers get involved in placing people on SAP projects," he says. "The more you can find a direct pipeline to projects, the better your rates are going to be."
Avoiding intermediaries can be hugely beneficial for your rates. For example, Reed points out, some projects often involve firms bidding directly, then other firms feeding those firms' requirements, then by the time the work reaches the actual consultant, the rates are pretty grim. In working as a consultant, try to build connections to firms that are as close as possible to the projects, Reed advises. "As you get a feel for the agencies out there, that's a key criterion that can lead to better profitability."
Competitive positioning and promotion
Several simple strategies can help consultants in promotion. In bidding for a project, play up your industry connections, Scheer advises.
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