I have a story I would like to share about a Client interaction that left me shocked but made me realized misconceptions of Consulting industry specific to Salesforce ecosystem.
I want to set the stage of why this blog is important for Consulting companies, potential Salesforce Customers and even existing Salesforce Customers. Salesforce ecosystem is expanding and growing at rapid pace.
“According to new research from IDC, Salesforce and its ecosystem of customers and partners will drive $1.2 trillion in new business revenues and 4.2 million new jobs worldwide between 2019 and 2024. The growing demand for Salesforce solutions presents a massive opportunity for Salesforce partners—in fact, many have reported that their Salesforce practices are growing by more than 50% annually” Salesforce Blog
What does this mean for the Salesforce ecosystem:
- Salesforce Consulting companies are increasing.
- Investing in right partnerships will be key to success of any project.
Back to the conversation with a client (whom I will reference as Sally).
Sally and I have weekly Project Management weekly check in call. We were discussing roadblocks and happen to identify a major gap with the resources staffed on the implementation project.
Sally asked this question: ” What I am hearing you say, is we (the Client) purchased consulting service as a low cost and we (the client) cut corners on important items during the scoping.” Sally paused.
I sat there holding my breathe, processing her comment.
Sally continued, “In other words, we (the client) paid for consulting services relative to a price point of a Pinto car, when we should have been paying the price to get the Porsche we needed.”
I exhaled and responded “Yes”.
Sally did make it clear, it was not the level of service provided or with the delivery team. Rather, Sally realized a deeper understanding of what level of service was purchased and what level they actually needed.
As the ecosystem continues to expand, it is very important that partners and customers are aligned on terminologies on roles in what I find in the ecosystem.
Implementors: Experts in getting clients up and running quickly, with using standard setup and configurations to accomplish. Usually resulting into phase approached projects.
Consultants: Experts in improving business processes by asking to understand current processes and/or if there are not any processes in place, the Consultants will assist the Client in discovering the best approach based on technology and market needs.
Contractors: Hands-on Expert. Admin, Project Manager, Change Manager are roles that can fill the avoid of missing roles on the project. Typically, client does not have current resources on project to fill this space.
Subcontractors: Contractors that work with Implementors and Consultants companies that have specific area of expertise.
Maybe you are asking yourself, what is the difference? There is a big different in each role and understand what value they bring. It is key for Customers to have a pulse on 3 areas before starting the vetting process.
- Project Resources
- Customer work culture
STEP 1: Current resource pool.
- Do you have representation to help with day-day activities of the tool?
- In the Salesforce and FinancialForce ecosystem this would be considered System Admin.
- Do you have a resource identified to drive the change, communication, manage testing, training?
- Do you have a resource who will help manage budget, timeline and tasks?
STEP 2: Work environment and how change is handled in the organization.
- When was the last time change happened and what was the reaction?
- How was communication handled about the change?
- Are there specific people who resist transition?
STEP 3: Lastly, think about what business systems (tools) may be affect or impacted by this new technology.
- Do you have a resource on the project that is data guru?
- Does the data need to cleansed or duplicated?
- Are there any systems going away?
- Integration that will need to be considered?
Now, if the customer has done their pre-vetting process addressing Step 1 – Step 3, they are ready to determine which Partners would be the right fit for the project.
If any of this is overwhelming, we should connect. A.GAME Consulting assist clients’ to save time, eliminate confusion and bring cost-effective solutions for long-term success in adapting change. It is ideal to partner with someone who can guide you through the pre-vetting process, partner vetting, life of the project, and support post go-live.