Seven Resolutions for 2007

By Valeri Wickersham
Director of Human Resources, Optimal Solutions Integration, Inc.

Notching achievements is second nature to successful SAP consultants. Those most capable (read: disciplined and motivated) of setting and achieving aggressive goals are typically the top performers and top money earners in today’s highly competitive, fast-paced market.

In the spirit of self-improvement, and with the aim of helping top SAP consultants top all of their achievements of 2006, we’ve compiled seven resolutions for 2007 that will help keep SAP consulting pros at the top of their game.

1. Build your reference list

The old adage that you’re only as good as your last successful gig has never been truer than it is in today’s SAP consulting market. Risk management is an immutable tenet in the high-stakes world of SAP, and for many companies risk management begins by letting only the very best, highly recommended consultants work on their mission-critical systems. Go the extra mile to win the trust and support of your customer. Earn the right to ask if they will serve as a reference for you.

2. Generate business

A successful SAP consultant is always on the lookout for potential new business at a client’s site. Noting problem areas or inefficient business processes is a skill worth honing, but as is the case with most things in life, the correct approach and careful timing is everything. First, earn the right to propose more business by bringing the project for which you were hired to successful completion. Then, when the time is right, and only if the project is truly in the customer’s best interest, approach the customer with a proposal for the additional work--and a recommendation highlighting why your firm or agency is perfect for the job!

3. Strengthen your network

Don’t underestimate the importance of working with top-notch people. Seek out these over achievers and endeavor to work with them as frequently as possible. Make it a point to stay in touch between gigs. By virtue of working and networking with industry leaders, you’ll expand and enrich yourself. Also, deepen and strengthen your relationship with choice consulting firms you’ve worked with successfully—these firms provide the best way to keep your pipeline full. If you have to pass on a gig but know someone who can handle the job, recommend him or her and provide a reference. Quid pro quo is not lost on quality firms.

4. Stay relevant

The needs of SAP customers change quickly, and an SAP professional cannot become complacent. Ignoring opportunities to get exposure to the latest releases can lead to unwanted bench time. It behooves SAP pros to stay current with the latest and greatest versions of SAP, and to be able to clearly articulate corresponding business advantages to the client. Keep your technical and functional skills up to date, stay abreast of industry news and developments, sharpen enterprise architecture and business process expertise. In short, do your homework and know your stuff cold.

5. Market yourself

In today’s digital world, being visible means being findable, and quite often being easily findable results in being hirable for the best SAP projects. Make a name for yourself. Take time to share you expertise with peers and prospective customers. Become active on industry blogs, podcasts and other SAP communities. Create your own website. By establishing yourself as a thought leader, peers as well as prospective clients will pay greater attention. If you can draw prospective clients into reading and commenting on what you have to say, chances are good that you will be will seen as an attractive candidate when the need for a consultant arises.

6. Sharpen your soft skills

Successful consultants must be capable of transitioning smoothly from one job site to the next, meeting new people and building professional, productive relationships, and adapting continually to different corporate cultures. This requires skills far removed from technical know how. Active listening. Communicating clearly and effectively. Showing empathy and optimism. Calmly dealing with the unexpected. And most importantly, solving problems by mastering the art of listening to the customer.

7. Master supporting tools

No SAP implementation exists in a vacuum. Every installation has its share of issues related to non-SAP technology, legacy systems, internal and external integration, data synchronization, master data management, etc. Endeavor to increase your market value by bolstering your ability to seamlessly integrate SAP into a heterogeneous IT landscape. Identify and master an array of tools from prevalent, non-SAP enterprise technology companies.