Dealing with clients resistant to automation. Are you ready to shift their mindset towards modern solutions?

Es una característica normal de los seres humanos ofrecer resistencia a ser movidos de una zona comoda a otra de retos e incertidumbres, y por lo tanto no criticable. Por lo mismo, cuando se presentan a clientes y colaboradores material de conocimientos, aplicaciones y experiencias, y ellos son capacitados, la resistencia va desapareciendo paulatinamente. En nuestra empresa ofrecemos a distintas industrias soluciones de automatización que contribuyen a aumentar la eficiencia operativa, a disminuir pérdidas y a aumentar las ganancias, sin dejar fuera del alcance los temas de seguridad y medio ambiente. Por ejemplo, nuestras soluciones de medición y control de variables de energía de nuestra representada Adtek Electronics ([email protected]).

Everyone wants improvement but the mindset of change is the first hurdle the client has to handle. You can start small by presenting a Proof of Concept Offer to run a small-scale pilot project to demonstrate the benefits of automation. Seeing the positive outcomes firsthand can help alleviate fears and resistance. Showing tangible results from the pilot, such as time saved, errors reduced, or cost savings. Data-driven results can be more convincing than theoretical benefits. Setting up a test environment can benefit to overcome fears of failing or affecting production systems by automation.

Empathy is the first step toward meaningful change. A key mistake tech teams often make is assuming a client's hesitation is due to a lack of understanding. Before educating or indirectly selling your solution, spend time understanding the client's concerns. By stepping into the user's shoes, I've learned that even the best solutions can be frustrating for business users, often for reasons that aren't obvious. We must set aside biases, grasp their concerns, and communicate a strategy that addresses them clearly, highlighting what they stand to lose if they don't proceed. Simple, effective communication is crucial.

Before addressing resistance, we must first understand its origins. Clients often resist automation due to a combination of factors, including: Fear of the Unknown: The prospect of replacing familiar processes with seemingly complex technology can be intimidating. Clients might worry about losing control or needing extensive training to adapt. Job Security Concerns: A pervasive fear is that automation will lead to job losses. Cost Concerns: Initial investment costs for automation software or services can seem daunting, especially for smaller businesses. Data Security Anxiety: Entrusting sensitive data to automated systems can raise concerns about data breaches, privacy violations, and the overall security of their information.

Dentro del marco de una organización siempre encontraremos resistencia al cambio y a la adopción de nuevos paradigmas, algunos puntos claves que nos pueden ayudar en este camino son: 1. Datos: buscar fuentes confiables, estudios, pilotos asi como crear conexiones con personas que ya han implementado es valioso para ofrecer diversas perspectivas a la mesa. 2. Herramientas: buscar cual es la tendencia del mercado, articulos y estudios como los de Gardner y McKinsey nos puedemn dar una óptica desde la mirada experta. 3. Conexión: ver cursos, videos talleres, organizar bootcamps y tener interacción con equipos más avanzados nos puede ayudar a mitigar un poco el temor de las personas.

When it comes to convincing clients of automation’s value, don’t just tell them; show them. Share real-world examples of how automation has transformed businesses, from increased efficiency to reduced errors. Highlight how it’s like having a tireless, error-free employee working 24/7. By showcasing the tangible benefits, you're not just pitching a technology; you're offering a solution that can elevate their business to new heights. Think of it as painting a picture of a future where automation is a game-changer, not just a tool.

En nuestras empresa los procesos de gestión de ventas, marketing y servicio técnico se han automatizado de manera significativa mediante la plataforma de Salesforce. Podemos tener la programación de visitas a clientes, con datos del mismo, oportunidades manejadas, casos puntuales de servicio técnico (con banco de soluciones anteriores). El área de mercadotecnia, mediante Salesforce Marketing, contribuye al crecimiento de nuestra participación de mercado a través de actividades de calificación, de reconocimiento, de acercamiento y de valoración de mercados, sus clientes, sus contactos, etc. Y ahora, con herramientas de Salesforce con IA, las cuales, al lado de los datos y la plataforma Salesforce, nos ayudará en la aceleración de las ventas.

Una de las mejores maneras de educar es, a través, de la muestra de beneficios, cuando surgen este tipo de clientes que aún están en la negación a los avances tecnológicos, es necesario hacerles las llamadas pruebas de conceptos, donde destaquemos los beneficios de una automatización en comparación a como se realizaba dicha tarea cotidianamente. Estoy seguro que al mostrarle la mejora, no solamente hablando de tiempos, sino de fiabilidad, disponibilidad y ahorro de capital humano, el cliente se terminará convenciendo.

Showcasing the tangible benefits of automation is crucial for convincing resistant clients. Highlight case studies where automation led to significant improvements in efficiency, accuracy, and profitability. Explain how tasks prone to human error can be flawlessly executed by automated systems that operate 24/7 without breaks. This not only boosts productivity but also allows human resources to be redirected to more complex and value-added activities.

Case studies here are very strong. Having metrics in place to measure the before and after of automation can really showcase the benefits of Automation.

Automation should be introduced to solve a business problem or greatly improve current metrics. When it's implemented with a clear purpose and aligned with specific goals, it removes the fear of change and demonstrates tangible benefits. This is not automation for the sake of automation - which can feel risky and intimidating - but about using technology to enhance efficiency, accuracy, and overall business performance. Demonstrating the value automation brings presents it as a strategic tool rather than an unnecessary risk.

Algunas buenas ideas para abordar las posibles preocupaciones son: 1. Alcance: atacar el 20% que me retornará ese 80% de resultados claves. 2. Complejidad: levantar y mapear los procesos que sean de costo/beneficios mayor y que a su vez su complejidad no sea alta, esto hace que podamos tener quick wins que empujen la confianza sobre los retornos y costos. 3. Divide y vencerás: Tratar de abordar los problemas complejos en diversas fases hace que el modelo de desarrollo sea escalable y podremos entrergar de manera temprana valor a la organzación que podrá ser usado de inmediato. 4. Riesgo: transparentar los riesgos inherentes a los procesos y definir las responsabilidades de los usuarios de cara a la automatización.

Take a milestone approach to break projects down into smaller chunk. This will allow clients to see immediate value and address ROI concerns.

To win over skeptical clients regarding automation, it's essential to listen to their concerns and address them transparently. Many worry about initial costs and the complexity of integration. Highlight the return on investment (ROI) and emphasize the scalability of solutions, demonstrating how they can grow with the business. Propose a phased implementation to minimize disruptions and allow for a smooth transition. Being transparent about the process and potential challenges builds trust. With a gradual and informative approach, resistance can turn into acceptance and enthusiasm for automation.

It’s not uncommon for clients to be scared off by the perceived complexity of automation. One manufacturing customer, for instance, was reluctant to migrate critical services, such as inventory and quality control – to a micro-services architecture leveraging Docker and Kubernetes on AWS, fearing operational disruption. With tailored training and support, and partner tools such as Ansible for configuration management, the client transitioned quickly. In the process, it slashed downtime by 30% and increased production efficiency. By walking alongside them in the process, we helped the customer to see automation as a growth opportunity, not an impediment.

One crucial factor due to which clients deny to go for automation is the fear of complexties involved, and the fear of inability to handle the change. We need to plan and explain the transition thoroughly, with backup plans. Also, all required support during the transition and during extended cooling period need to be offered to gain client's confidence.

La Automatización Robótica de Procesos (RPA) es una herramienta poderosa para optimizar operaciones. Aquí te dejo una guía rápida: 1. Identifica Procesos Repetitivos: Escoge tareas que consumen tiempo y recursos para automatizarlas primero. 2. Mapea con Precisión: Entiende cada paso del proceso para una automatización exitosa. 3. Prueba un Proyecto Piloto: Comienza en peque?o para aprender y ajustar sin riesgos. 4. Capacita a tu Equipo: Invierte en formación para maximizar el uso de RPA. 5. Mide y Escala: Revisa resultados y expande la automatización a otras áreas. En mi experiencia, el mayor valor del RPA no solo es la eficiencia, sino que libera a tu equipo para enfocarse en lo que realmente importa: la innovación y la estrategia.

Selecting the right pilot project is a crucial strategic decision for demonstrating the true value of process automation within a company. A well-chosen pilot acts as a powerful proof of concept, clearly and measurably showcasing how automation can optimize operations, reduce errors, and increase efficiency. By focusing on a small yet relevant process, the company can experience the benefits of automation in a controlled environment, minimizing risks. A successful pilot not only validates the effectiveness of automation but also builds the confidence needed to expand its application across other areas of the organization, ensuring broader and more effective operational transformation.