How can ERP consultants increase their client base?

Be a consultant is not an easy job for sure because your job is to bring new changes in the organization and changes are NOT always welcoming from everyone. Hence, from my experience the most added value as a consultant you can bring is COMMUNICATION between the teams and business. It’s very important to know the pain points from business and recommend your thoughts to them with BETTER COMMUNICATION in a way that they welcome the change you offer. Without having communication skills, a consultant is nothing but a CHAT GPT ROBOT who knows the system but can’t help you feel comfortable.

To expand their client base, ERP consultants and systems integrators should broaden their focus to the entire ecosystem surrounding the ERP. This includes areas like document management, analytics, FP&A, FSA, EAM, IoT, and HCM. By offering services in these related fields, which rely on ERP data, consultants can increase their footprint and revenue per customer. Diversifying expertise beyond core ERP functions into these interconnected domains enhances the value proposition to existing and potential clients.

To increase their client base, ERP consultants can consider the following strategies: Understand Your Clients: Truly understand your clients' needs and tailor your services to meet those needs. Sell Results, Not Services: Focus on the results that your ERP solutions can deliver. Offer Excellent Customer Service: A reputation for excellent customer service can attract new clients and retain existing ones. Partner with Businesses: Expand your customer base by partnering with businesses that offer complementary services. Collaborate with Influencers: Work with influencers or industry experts who can endorse your products and services. Improve Client Reviews: Positive client reviews can help attract new clients.

Beyond the fundamental setup and configuration of ERP systems, services like training, ongoing support, maintenance, and system upgrades can significantly enhance client satisfaction. Additionally, providing specialized services such as data analysis, business intelligence, and process improvement can further cement your role as a valuable partner in your clients' business operations. These offerings not only showcase your expertise and commitment to client success but also foster trust and loyalty, leading to long-term relationships. By consistently delivering more than the basic requirements, you position yourself as an indispensable resource, encouraging both client retention and referrals.

To expand their client base, ERP consultants need to think beyond the ERP solution. We often include CRM components as well as custom applications and integrations to specific line-of-business solutions to offer a complete organizational solution.

I find that the best case stories (aka success stories) focus on one main theme/benefit. Yes, you helped them do so many great things, mention them, but really make sure the reader leaves knowing one main benefit from that story. And on next case study, focus on a different one. Also, whenever you can make sure to include QUANTIFIABLE BENEFITS. Real numbers. Real results that are tangible.

We offer profiles of our projects in both a short video form as well as a longer blog format. The videos often pique someone's interest, enticing them to learn more by reading the project profile blog.

Engaging in online communities, forums, and professional groups specific to ERP systems or your specialized niche can open doors to new opportunities and insights. Actively participating in industry events, whether virtual or in-person, can also foster connections. Building relationships with fellow consultants, software developers, vendors, and business partners can lead to mutual referrals, expanding your potential client network. Through these collaborations, you not only gain exposure to a broader audience but also benefit from the collective knowledge and experience of your professional community.

ERP is changing continuously with adoption of the cloud and AI . There are continuous innovations in ERP from product vendors which will require consultants to learn and apply these to implementation. For instance SAP BTP brings set of innovation to rationalize the applications and do customization in cloud and keeping the core clean. It is important to keep learning and applying it

ERP is a Product and of course it's right tool or weapon which can positively and potentially transform any business to a different high level. Success of ERP implementation is using the same at its optimum level. Consultant Play very vital role to get most out of it. To get the optimum benefits Consultant should always keep their eyes and ears open and listen many concepts and digest and test and validate after configuring end to end business scenario in a holistic approach..They also keep on updating the changes and best practices and legal or financial or technical changes..They should participate in forum and community experts regular meetings and various other ways update.They should realise that they are the pillars of ERP design ??

Contacts are an incredible force, you always achieve and reach places because of the contacts you have. Your personal and/or company brand will be your signature, how you have approached a project, how you have cultivated trust between you and your clients, all of this will add up to someone referring you.

As an independent consultant who plans to increase the client base, a focus strategy is needed. You can target a customer segment with requirements which can be fulfilled by a specific ERP with more or less the same modules. Your projects do not vary significantly. With experience accumulation, less time is needed to complete a high-quality project successfully. You then have more time to acquire new clients and support the existing ones. Despite this strategy, it is important to keep your ERP knowledge comprehensive and current.

Voice of customer is very important. Mostly its not just if you’ve done it which matters, rather how you’ve done it shapes your credibility more. My advice is to be collaborative, work singularly towards project goals, and be honest and courageous to call the spade, a spade; clients love honesty and don’t want to be painted a rosy picture only to find out later they are in a mess!

Commit to fulfilling, or even surpassing, client expectations and diligently solve their problems. This commitment involves delivering high-quality work, adhering to deadlines, and ensuring that your solutions align perfectly with their business needs. Clear, professional, and timely communication is crucial, as it fosters trust and transparency. Regular follow-ups with clients to address any ongoing needs or concerns further reinforce this trust. By consistently delivering top-notch services and demonstrating genuine care for your clients' business success, you build a strong reputation in the industry.

I agree with this statement. To be a service professional on any front frankly requires this level of intention and attention. However, exceeding expectations often fall short, if we don’t have clear outcomes defined. And doing things without clear tangible outcomes puts everybody in an uncomfortable position of deciding whether the expectations were met or not. I’m not talking about purely contract terms such as deliverables and timelines. I’m talking about business outcomes clearly defined such as manufacturing throughput increased by x units/day, cost reduction by x%, purchasing spend savings and inventory turns improvements. Make it real and make it tangible.

Nothing beats relationship. Take the time to build authentic relationships with key management levels in the organization. Understand their challenges in managing the business and monitoring for exceptions.

Consultant has an opportunity to have one more cap like an entrepreneur and think in what way ERP can increase their Value proposition.. example as below on their own module:- Finance:- Missed timely payment from customer or Alert to Sales team about critical collection Quality:- Alert on no of quality issues pending Production:- Orders which are still open These are just example of Daily Routine Management (DRM) items like many qualitative reports and alerts to Top Management like product diversification and capx relate as well In that way data will become transform to Desision support tool Now AI and ML are available to use it effectively ??????

ERP professionals should be willing to talk to anyone about their solutions. You never know when a short conversation can turn into a new ERP project for a new client.