Black man-coming out of the software Workshop: how to become a regular army for development with a dozen guns from three to five people (34)

After so many years, I still remember how to tie and teach the young guys who just graduated from college.

I once asked a Project Manager of mine, and asked him what is the greatest need for improvement when working on projects with IBM and sap?

He replied to me: temperament.

Where did temperament come from?

I have no brand in my company, and I have never heard of IBM. At the project summit, IBM had more than a dozen people, and their company had to go alone. I am here to argue with others to gain a good position of interest, and people from the Project Plan to the process of organizing the process of diagnosis are all complete, how to argue with others? They live in Shangri-la, and they live in home. People plane back to Monday on Friday, train back on Friday, and go back on Sunday evening. When the ticket is tight, you have to buy a scalper ticket on your own. Tens of thousands of people a month, wearing Rolex, thousands of pieces a month, wearing an unknown brand of shirts. I earned an MBA from Stanford and graduated from a second-rate university in China. People who specialize in writing solutions, but all rely on their own to write solutions, have to take care of the back-end coding brother. There are specialized partner companies, and 500 people are often involved. In a week, an interface prototype is developed. My team has more than a dozen shots from three to five people, and several projects have been launched at the same time to ensure that the company's sales revenue has doubled year after year. Look at people's project management, proposals, prototype, conference organization, conference reports, research, and process sorting. Of course we feel inferior like a young bird.

As a result, I think of our implementation consultant. At that time, there was no separation of the implementation manager and training specialist, and there was still a single customer.

However, how can a young man tell his boss about management software? Management Software is a formal management model of software. How many years have people been in the business world? No one has ever seen it. You can see the depth of your conversation as soon as you see it.

I think of an article I once wrote, "How to Be a consultant":
1. Change jobs in major consulting companies. Such as yonyou, Kingdee, Hamp, hand, Oracle, SAP, etc., gold plated for yourself

2. I attended various forums and CIOs annual meetings. I joined the famous experts and developed myself.

3. Publish trend articles in major forums to predict what will happen next year and give some advice to show your wisdom.

4. Professional wear, conversation, taste, plan, standards, and summary.

5. Beautiful articles, ppt files, and solutions for gunmen

6. carry various halo, such as MBA, Senior Director, etc.

Of course it's just a joke. However, it also reflects the fact that there are indeed many well-known Chinese consulting companies, such as Li GUI, who are well-known, have published many books and give excellent speeches, but have little improvement to the Enterprise. After the lecture, I had a good time, but I had nothing to remember. All that was said was the truth that everyone knew and there was no way to implement it. However, many people have been suspended.

If you want the young guys who are still writing graduation thesis to implement management software, you can only do this.

What is the title of an engineer? Even SQL is not written, so it staff may laugh at it. It cannot be emphasized that this is a management software, rather than any other operating system, database, middleware, and so on. Therefore, the names should be unified into implementation consultants, even Senior Implementation consultants and consulting consultants.

Wear a dark suit, blue or plain shirt, and a dark tie. People are really clothes, horses, and saddle. They usually fall into loose or hunchback and shake their heads, beach shoes, and long hair. When they put on a suit, they immediately change. Looking at my long hair in the mirror is too mismatched for this dark suit, all have a haircut, and people will immediately rise up and chest, temperament will come up.

What kind of pen is used for everyone's preparation before implementation (no pen or pen can be found only when they arrive at the customer ), what kind of USB flash drive, what kind of recording pen to use, what kind of indicator pen to use, and what kind of digital camera to use are all good.

The USB flash disk is used to copy documents. The recording pen is used to record the recordings for meeting with the customer. The instruction pen is used for training instructions, and the digital camera is used to take photos of the on-site implementation.

We have also prepared plastic clips for The Implementation consultant. All on-site IT hardware surveys, role surveys and interviews, training check-in tables, training feedback tables, training examination papers, and acceptance contracts are required during on-site implementation, each customer has a set of such documents in this clip, and each customer's Product Instruction Manual is also a set.

The next step is to train everyone's product presentation skills. First, you have a unified product speech PPT. You are not allowed to make your own PPT by yourself, to prevent inconsistency of the statement, and everyone is not able to make a PPT. The PPT has professional templates, company logos and copyright descriptions, titles, directories, management ideas, products, and final summaries.

They also told them that they should first take a photo of the customer at a customer's place, take a photo with the general manager, and take a photo of their production process, the customer's company logo will also be taken. At the time of the speech, we will put the PPT on the customer's logo, and change it to be made for XX customers, and change the PPT date to today.

There is a specified Lecture time for each PPT. The lecture time for each PPT is limited. The training is controlled within two hours, and every 50 minutes, the training is rested for 10 minutes, in this way, we first design ppt and time speeches. Then we simulated the speech and recorded the audio. We thought it was really painstaking to give the final video and PPT to the implementation consultant.

We also provided five minutes of Q & A for the speech training. After a long period of time, the system will reveal the question and the lack of interaction. Five minutes is right. It's just right from the trainer's explanation of the question, to sorting out the question, to answering the question. Five minutes, at most three questions.

Then we started training each implementation consultant.

Let them watch the PPT and compare it with our speech training video. Then perform the first round of assessment. Check whether the content is correct. Then take the second round of examination and control the examination time. Take the third round of examination to check the words which are not standard in Mandarin and love to take. Take the fourth round of tests to check whether they can be well-formed, fluctuating, colorful, and impressive. The last round of examination is to assess whether the examination can flexibly respond to on-site questions. During each test, they were recorded. After the test, they listened to their questions and improved themselves. Several tests have indeed improved a lot.

In order for them to flexibly respond to on-site questions, we have also made several questions, as well as standard answers.

These implementation consultants are so tired that every day, they carry their backs, exercises, pick up each other, wear a suit and tie each day, and check the health of shirt cuffs, hair, and leather shoes every day.

In fact, we are not exhausted. We made so many preparations for them, and we arranged them first. In order to allow them to face their customers smoothly, we thought about how much we thought and how many ideas and solutions we had to work all night long. Our eyes were red and we didn't have Saturday or Sunday, and we relied on Red Bull.

Not only are we tired of implementing consultants. We also have internal support groups, and they are also very tired.

They need to contact the customer in advance when to implement it to ensure that the management is at the same time, and sort out the contact information of the customer's management. In addition, you must first check the local hotel price, hotel quality, and the distance to the customer. You must also confirm whether you want to go by train or plane to help book train tickets and plane tickets. Even each implementation consultant was prepared with a bag of golden Scorpion and a sea of fat sea in case of a sore throat.

When we left, we checked every implementation consultant's computer to unify the desktop wallpaper, install software in a uniform manner, and ensure that the demo version is completely normal. The ppt and documentation were all completed. For messy listening to music, watching movies, BT downloading, QQ chat, and other software, all of them should be uninstalled; otherwise, the customer will be too unprofessional.

We also checked the cards they carried so that the phone numbers and titles of the cards are correct, uniform, and adequate.

We have also created an address book for all the staff of the company, which contains all their mobile phones and landline numbers.

Once upon implementation, an implementation consultant was stolen while sleeping at the hotel at night. Another implementation consultant was sleeping halfway from one city to another while taking a long-distance car in the Yangtze River Delta, the laptop was stolen. We have also issued warnings about how to protect traffic from theft.

The implementation consultant finally set out. Internal Support Groups are not idle.

Implementation progress reports, case reports, on-site it construction surveys, and management interview surveys for each customer every day. A large number of documents reported by these Implementation consultants every day need to be organized by internal support teams, we also need to organize the implementation progress reports for each implementation to report to these people. During the implementation process, some customers may not be able to implement it due to temporary issues, but they can only adjust their schedules. Some implementation consultants cannot take off because they encounter heavy rain on the road, and they are still faced with negotiating with the customer to adjust the implementation schedule. The Internal Support Team is just like the octopus. In the later stage of implementation, the internal support team should also grade the implementation consultant.

During the implementation process, we attached great importance to the implementation kickoff meeting and implementation summary meeting to make an Implementation Project look like this, with a head and end, saving the need for implementers, the big boss of the customer still does not know what the system is and how the system is used. It is strange that he does not know what the system is and how the system is used. However, this kind of thing is everywhere in the management software implementation industry.

During the implementation of the kick-off meeting, all attendees will be taken together. It will be explained from the following aspects: project meaning, common failure phenomena of the project, suggestion structure of the project team members, division of labor responsibilities and work flow and reporting process, project implementation stage, project acceptance, and project summary. The main purpose is to let the customer boss know how a management software project is, not as simple as installing a computer to install a Windows operating system, in particular, inform the customer of common project failures in advance so that the customer can support the project implementation in the correct direction.

During the implementation of the general meeting, we will organize training, interviews, surveys, process sorting, requirement collection, meeting minutes, acceptance reports, and operation and maintenance suggestions throughout the project implementation process, duhui integrated a thick copy, printed out, bound the clip, and then solemnly handed over to the customer, and compared the effect difference before and after implementation, pointed out the problems in the implementation process.

The implementers delivered training speeches at the customer's site.

I made a rule that I had to exchange business cards with attendees before training and sign in. In this way, you will know what kind of person is, what is the name, and what is the position of a department. In addition, after the customer's business cards are exchanged, you should arrange the cards according to their seats so that you will not call the wrong person.

Before the meeting, change your cell phone to mute, and the shaking won't work, to prevent distraction. Everyone needs a watch to control the time. During the meeting, put the watch on the desktop, so that you can take a look at the time without looking at your wrist.

I told them in the past that they must understand the audience's needs. Who is in what department or position. Otherwise, the people you talk about are not sleepy. In addition, it depends on who is the key person here, mainly to impress him, rather than all people. The number of audience members and the lecture environment must be well controlled. You can't talk to the scene. As you said above, people may have a meeting, or their cell phones may sound constantly, or people may leave the cold room.

I warned them to pay attention to the following points during their speech:

1. Do Not Display All functions to customers. The focus of each customer is different, and the focus of each user's lectures is different. The presentation is too comprehensive, and the audience is not only confused, but also has many questions. It is easy to lose the most important questions of the customer. We only talk about what customers are interested in.

2. Do not give a metaphor if you do not understand the industry. Otherwise, the metaphor is inappropriate and may easily be omitted.

3. Don't talk to the management team about the industry. In the industry, no matter how many customers you have gone through, your experience is superficial, and it's just a bit of time, you do not understand the true nature and meaning.

4. Do not talk about it with the IT layer. Your technology may be inferior to him. It is estimated that people have done everything from hardware to software to security to network to database. Even though you graduated from the computer science department, you have not even understood the technical parameters of these things in detail and applied them. We often encounter marketing meetings and White Papers that offer good publicity. What is stability and security? It takes a long time to discover that this is not the case.

5. What we know most is our software, which contains unique management models. For software, the management model is not understood by both the customer management and IT layer. This is the core of our discussion. In this way, you seem to be more professional than others.

When I used to make a speech PPT, I used the process fish bone chart and 1, 2, and 3 when I made a special PPT for fear that they would lose their ideas as soon as they were on the fly. The above is the process. Below are the points 1, 2, 3, and 4 that should be discussed in each process.

For on-site interactive Q & A, I also warned them that they would not be able to solve the problem. Let's talk about it separately after class. Do not argue over the right questions. For a mother-in-law, it is necessary to simplify his questions and avoid asking him to ask multiple questions.

During the implementation process, do not speak in disorder, even if you eat and drink with the customer. Working with customers is always a work. Whether you eat with an IT staff or the boss of a customer, you can't talk about it. Customers look at you not just by yourself, but by the entire company. I have also worked with several customers. The implementers and the customer's IT staff are going to eat mutton strings at night. This is understandable, but I don't know how to talk to other people about the three-level film in Hong Kong, this is too low. For this purpose, I have also specially trained on what is a security topic.

After implementation, every implementation consultant will make a summary. Compare the various indicators of these customers, such as sales, profit margin, number of employees, and position organization. Analyze the weaknesses and summarize their experiences.

I found that when they came back, they made a lot of exquisite PPT presentations. The customer photo was put, the process was put, and they were very professional. I spoke too much and got organized. When I was nervous, I was able to make it easy to ridicule. Their summary reports look like consulting.

Black man, practice.