How can you help a client choose the right ERP solution?

1 Assess their current situation

The first step is to assess your client's current situation and identify their pain points, gaps, and opportunities. You need to understand how they operate, what systems and tools they use, how they manage their data, and what problems they face. You can use various methods to gather this information, such as interviews, surveys, audits, and analysis. The goal is to get a clear picture of their current state and their desired state, and to define the scope and objectives of the ERP project.

2 Educate them on ERP benefits and features

The next step is to educate your client on the benefits and features of ERP solutions, and how they can address their needs and goals. You need to explain how ERP systems can integrate and automate various business functions, such as accounting, inventory, production, sales, and human resources, and how they can improve efficiency, accuracy, visibility, and collaboration. You also need to highlight the key features and functionalities of different ERP solutions, such as cloud-based or on-premise deployment, modular or comprehensive design, industry-specific or generic customization, and user-friendly or complex interface.

3 Evaluate their requirements and preferences

The third step is to evaluate your client's requirements and preferences for the ERP solution, and to prioritize them according to their importance and urgency. You need to ask them questions such as: What are the must-have and nice-to-have features? What are the critical and non-critical processes? What are the budget and timeline constraints? What are the technical and organizational readiness factors? What are the expected outcomes and metrics? You need to document and validate their answers, and use them as the basis for the ERP selection criteria.

5 Demonstrate and validate the ERP solution

The fifth step is to demonstrate and validate the ERP solution that best suits your client's needs and expectations, and to prove its value and feasibility. You need to arrange a demo or a trial of the ERP solution, and to show your client how it works in practice, how it solves their pain points, and how it delivers the benefits and features they want. You also need to validate the ERP solution by testing its performance, functionality, and compatibility, and by soliciting feedback from your client and their stakeholders. You need to address any questions, concerns, or objections they may have, and to resolve any issues or risks they may encounter.

6 Close the deal and follow up

The final step is to close the deal and follow up with your client, and to ensure their satisfaction and success with the ERP solution. You need to negotiate the terms and conditions of the contract, such as the scope, deliverables, milestones, payments, and warranties, and to finalize the agreement. You also need to follow up with your client throughout the implementation, training, and adoption phases of the ERP project, and to provide them with ongoing support, guidance, and assistance. You need to monitor and measure the results and outcomes of the ERP solution, and to celebrate and share the achievements and improvements with your client.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?