The post was written by Christian Peter and Ulrich Meyer
I understand Value Selling as an approach to consult companies who are planning to implement an ERP System by analyzing their actual demand and offering relevant solutions aligned with their business strategy.
In today’s difficult market environment, where ERP systems and their core functionalities are becoming more and more comparable, I would recommend to first analyze the customers core processes in order to identify their potentials for optimization. In a second step a solution scenario can be developed, that clearly demonstrates the added value specific for this particular customer.
How does itelligence understand value selling?
My team have dealt extensively with collecting experience in order to develop our own consulting offer titled “ERP Feasibility Study”. This is not only a simple approach with a fix structure of questions and tasks, but a flexible methodology which can be applied across a wide range of company sizes and industries.
Key decision makers in companies that are planning to purchase an ERP system always asked me the following questions: What is the advantage of introducing a SAP system? How much will it cost? When will this investment pay off? My colleagues and I were already good in presenting system functionalities, add-ons and our industry solutions. I also have lots of experience in assessing implementation costs. With the value selling approach I can now help the key decision makers to find the right answers to their questions, considering individual requirements and potentials of optimization even in complex situations.
I have experienced that feasibility studies helped me and my customer to get a better understanding of their needs by actively involving them in creating a proposed solution. Particularly in complex scenarios, it is possible to present an integrated view based on the customer’s value chain and to demonstrate the value of an integrated system.
The studies I created vary from basic workshops to identify customer objectives and possible strategies over detailed requirement analysis up to creating a complex technical specification. We have taken technical and organizational conditions into account as well as project risks and change management requirements.
I have a great experience with our methodology, even with SME customers, where process consulting is in the early stages of development.