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The Agile SAP Enterprise and Regulatory Compliance

February 21st, 2008

 

Speed, Agility, Technology, Advanced Solutions

 

How can you be more nimble? Are you in an agile enterprise?

With global competitors who are not subject to the same rigorous requirements as American or European countries and smaller / privately owned competitors it is more important than ever to find ways for the enterprise to be agile.

The very nature of regulatory schemes makes agility difficult. Most businesses restricted by regulatory environments often find these areas of the enterprise “off-limits” to the type of process improvements, streamlining, cost reductions, and simplifying that are required to stay competitive in a global environment.

Regulatory compliance and their difficult to navigate requirement structures make the creation of an agile enterprise very difficult. After doing several projects for U.S. companies subject to Sarbanes-Oxley (SOX) compliance and pharmaceutical companies heavily regulated through 21 CFR Part 11 (Validated environments) I’ve found highly regulated environments need to be nimble in our modern global environment.

 

How Aggressive “Regulatory Overhead” Infects the Whole SAP Enterprise

 

I’ve seen little consistency in compliance schemes on several heavily regulated SAP projects.  The only constant is the painfully inefficient, frustrating, and obstructive design of compliance systems. These compliance systems never follow the famous “7 habits” for success. I have yet to see a compliance system designed from the beginning with the end in mind –, most compliance systems seem to create a numbing frustration that chokes productivity across all processes.

Regulatory overhead routinely translates into learned behavior that causes a productivity slowdown and lack of enthusiasm even in the processes not subject to compliance. People become so frustrated dealing with unnecessary regulatory overhead, or “red tape,” that it poisons all facets of productivity.

 

How do you Improve Approval Processes in an SAP Regulated Environment?

 

SAP, like other ERP applications, can help the enterprise through the integration it provides. To leverage your SAP investment it is important to be able to add new functionality or enhancements improving or automating existing functionality. However in highly regulated environments after your ERP or SAP go-live the regulatory restrictions can be painful, time consuming, and frustrating. For regulated industries the validation and approval processes can be killers to productivity–, they stifle your ability to respond to changing market conditions.

Your internal compliance requirements may be slowly choking your business with overly rigorous controls that really aren’t supported by a genuine regulatory requirement. Or worse still, the exponential growth of “controls” may mean that the people who are leading the effort do not actually understand the real regulatory requirements. There has got to be some measure of balance between the required controls and the ability to make changes.

 

 

Compliance “Gates” that Affect Your SAP Project Time and Budget

 

Too often compliance processes rely on many “serial” processes or “gates.” These serial processes have built-in “stops” to ensure that certain critical steps are accomplished before being able to continue. Anyone who has been there knows the problems with being forced to stop, and then wait for days, or in some cases even weeks, before the “gated” procedure is completed. Worse still, while the intent is to place these “gates” or checkpoints into the processes at critical points, they often end up throughout approval processes choking any possible efficiency.

And in worst case scenarios, the most demanding controls are placed early in the process stream making even the thought of initiating improvements distressing.

Rather than having fully documented code and configuration reviews and formal approvals with signoffs before something can be moved to the QA environment, more of an ad hoc approach could be used. For compliance purposes there might be a first review and only a project manager’s approval needed to move it to QA. From there, informal testing performed and any incremental coding or configuration changes are made, and then before the final testing, the final, formalized, fully approved review and approvals are performed. What this does is remove the numerous review cycle times from the earlier development process and ensures the necessary quality, documentation, and compliance exists before the changes are moved into production.

Recent SAP Project with FDA 21 CFR 11 Validation Requirements

Recently I had a project on a company subject to U.S. FDA regulatory requirements. Their regulatory model was very thorough, well-planned, and well thought out. It was actually a work of art and was internally called a “V” model to cover their validation requirements. This model had a few small areas that if they were to be adjusted would still be compliant and would offer tremendous improvements in change processing cycle times.  Several of their approval gates were on their Development system rather than later in the process.

A few adjustments to gates and gate timing of some of their process model would dramatically improve change cycle times and reduce the overall amount of effort. For example there was too much validation control in the Development environment that might have been better if some of the review gates were moved to the quality assurance system. This would have required fewer review cycles and fewer “early” gates in the process. It would accelerate the process and allow for several more parallel activities to take place making the process more efficient. This approach of moving some of the gates to the QA environment would allow for more incremental adjustment and change, as well as unofficial testing without as much of the administrative overhead.

Where Some SAP FDA Regulatory Validation Problems Occur

Too often in any regulated environment there are several types of issues:

1) Problem: A lack of understanding of the compliance requirements within the organization responsible for compliance.

Solution: On any new project, or before any major undertaking ensure that the entire project team reads and reviews the relevant regulations and compliance requirements. In other words, get the actual language of the regulations and ensure that every team member reads them before the project begins. Do a little online research and get a better understanding of the requirements.

2) Problem: Compliance triggers defined at unnecessary control points such as having controls on a Development sandbox (this is a misunderstanding of compliance requirements).

Solution: Move any “serial gates” (those processes that stop all other activities until they are completed) to as late in the process as possible.

3) Problem: Compliance processes with too many serial process streams or “gates” where everything must stop completely until the gate is successfully navigated (in an FDA validated environment there will always be a need for some “gates”).

Solution: To the extent possible, combine the number and frequency of serial gates to reduce the overall number of “hard” compliance points. However, use some thought here and be sure that where it makes sense, at logical breakpoints, where an item may not have to go all the way back to the beginning of the process that you also break up any of the gates. One huge gate with numerous controls and reviews may not be productive either.  Think of it like this, if the gate can be used to efficiently find and resolve an issue earlier in the process, where it is easier to correct then that might be a good use.

4) Problem: Auditors or systems administrators who do not have sufficient understanding of SAP security capabilities and are too quick to declare risks at a transactional level without understanding how those transactions can be controlled. Arbitrarily finding “segregation of duties” (SOD) problems and conflicts.

Solution: Be sure your system administrator and system security personnel have enough exposure and experience with SAP to help any compliance officials understand the ability to control security at a more detailed level than the transaction level. For example, SAP allows you to use security to control document types. So in an invoice process you may wish break up overlapping responsibilities by document type. Another thing I have seen is the silliness of defining “conflicts” where the entire dollar amount involved was not sufficient enough to be materially significant. Insist that “material misstatement” thresholds are defined and published. A deviation from SOD requirements can easily be justified if the compliance cost is prohibitively high (e.g. hiring a new employee) and the activity is subject to thresholds so low that it does not make any business sense to separate the duties.

5) Problem: Auditors and consulting companies often have little or no background with SAP and its published control points for various types of compliance. Often, vendor published GxP (Good “x” Practices) or SOD (Segregation of Duties) documentation, such as SAP’s, provides a critical basis for understanding and challenging improper or unnecessary compliance requirements.

Solution: The vendor documentation frequently serves as reasonable due diligence for most regulatory agency compliance requirements. At a minimum vendor documentation serves to also distribute the risk so that a vendor such as SAP who provides paid support will address any compliance deficiency in the software that arises.

6) Problem: Validation empire builders who are internal political players (which is beyond the scope of this article).

Solution: This one is for senior management to tackle. Dealing with corporate politics is beyond the scope of this post.

 

SAP Compliance with Sarbanes-Oxley (SOX), FDA Part 21, and Others

 

Getting business benefit

Regulated companies do have significant potential for improvement in the area of streamlining and improving the compliance processes and procedures.

I would challenge some of the highly regulated companies to do cost studies on their compliance requirements to see how much overhead they add or how much of an impediment they are to making needed changes. We’ll call these impediments to change “regulatory overhead.” This regulatory overhead applies almost equally to even the very smallest and least significant of changes.

The failure to take advantage of even small incremental changes can have serious negative consequences over time. Because of the regulatory overhead many small or incremental changes will never be implemented because of the painful, expensive and time consuming validation requirements.

Standing alone these small changes are generally not that significant. However, stacked together across dozens or even hundreds of these changes, multiplied across an entire enterprise, the cost and automation can represent orders of magnitude improvements . These changes have direct impacts on efficiencies and cycle-time improvement for both supply chain and financial processing.

Think about it, all those changes, multiplied across the number of times that small task is carried out, multiplied by the hundreds, and in some cases even thousands of people impacted by the processes they affect. It doesn’t take long for small improvements to add up to major differences and efficiencies across large organizations. As for larger changes, reducing compliance cycle time saves costs related to this regulatory overhead.

 

SAP and Sarbanes-Oxley or “SOX” Compliance Stupidity with Segregation of Duties

 

One of my pet peeves are some of the supposed “SOX prohibited” system transactions. Sometimes there is no way to describe it except stupid. How an auditor might demand that some simple display transaction is a “conflict” often baffles me. With the exception of HR data and some limited financial information there is little risk for display access to other information. I still have not found an auditor who can answer how some of these ridiculous requirements can lead to or cause “material misstatements.”

A story from the trenches

Recently I was at a small subsidiary of a very large company. When I say small, I mean the parent company gross revenue was 30 times the size of the small subsidiary. Like most small companies, they were lean on staffing and different individuals often performed more than one task or function. They failed to meet the parent company “segregation of duties” requirements but during the SAP implementation the parent Sarbanes-Oxley requirements were imposed on the small company. The attendant increased staffing requirements coupled with the ridiculous bureaucratic overhead bordered on insane. At the very least it was a comedy of errors.

This company has several U.S. and European Plants, each with their own bank accounts, and between them there were 3 or 4 separate banking institutions involved. In a worst case scenario, if someone could figure out how to pilfer an entire month’s gross receipts from one of the plants, the overall financial impact to the parent company, and to their quarterly report would have been little more than a rounding error.

When I dared to ask the parent company’s compliance staff what the threshold for a “material misstatement” was for the small subsidiary I got blank stares of shock from the auditors. It was as if I were speaking a foreign language under water. To this day I wonder if they even knew the regulations or actual compliance requirements they were supposed to be auditing. After all, when the subsidiary contributes a whole 3% to the gross revenue of the parent, forcing a 20% increase in staffing just to comply with “separation of duties” requirements is patently absurd. The measure of regulatory requirements imposed on them by the audit requirements were the height of plain stupidity.

If the regulatory overhead equals or exceeds the cost of the risk, this should be carefully evaluated. Sadly this is common in many companies subject to various regulatory compliance schemes.

 

Where to Begin With Regulatory and Compliance Programs

 

As you may have guessed, my all-time-favorite Sarbanes-Oxley compliance item is the never defined “material misstatement.” This is the catchall excuse for choking a company in needless audits. It’s great for auditors to point at anything you do, no matter how trivial, menial, or inconsequential and scream that it is an audit problem–, even when there is no real financial or regulatory significance. And even those things that have some direct financial significance may be so small as to be a worthless waste of time. Fix the audit process and stop the compliance processes from choking you to death.

Start with the end in mind. Define what compliance really means in your company and then determine how that compliance will be measured. We’ll call those activities or efforts that directly support measuring compliance (or the deliverables that are needed) as those items that support “compliance value.” If something you do in your compliance efforts do not have a specific purpose that supports a clearly defined compliance requirement then it is not only a waste of time, it is an artificially imposed impediment to efficiency and competition.

In other words, define the actual compliance requirements up front and then determine the criteria it takes to ensure compliance. From there work backward to determine the appropriate processes. Without that up front determination of how you will define what compliance is, and how compliance will be measured, you have nothing to measure value added steps against. In an environment without clear understanding of how you define and measure compliance, it becomes an expanding balloon that grows while choking everything in its path.

1) Work with the auditors to map compliance requirements to the specific statutory provisions or regulatory requirements that are affected. If an auditor will not map specific requirements to statutory or other written regulatory requirements (such as CFR’s or “Codes of Federal Regulation”) then it may be time to find a new auditor.

2) Define clear, specific, and objectively measurable criteria for each of those compliance requirements, and if the regulatory provision is not clear enough to define such criteria, find some generally accepted governing body or publication that provides guidance. Don’t just make something up because an auditor says you have to.

3) Define what “material misstatement” means in terms of financial liability amounts. If necessary, to avoid shareholder liability and in the interests of proper disclosure publish the new compliance schema in a quarterly statement explaining the new compliance paradigm, the potential risks, and how the streamlined process will improve business operations.

After you assess, or re-assess your processes to eliminate steps that do not directly add “compliance value,” take a look at the remaining process to see how it can be improved or streamlined.

Regulatory and Compliance Process Improvement Options to Consider

In all highly regulated companies one of the biggest compliance time killers is regression testing. Determine the actual testing requirements and then find ways to streamline and automate those processes. A full regression test process should not take weeks, even in very large, far-flung enterprises. If test processes are sufficiently automated by using SAP CATT, eCATT, Mercury, or other automated test tools there is no legitimate reason a full regression test cycle should not be able to be resolved in a few days, even in validated environments.

In the area of defining automated regression testing it is important to understand that in highly regulated environments this can be a “mini-project” taking significant one time efforts to implement.

Take a hard look at serial processes, especially those “gate” processes that must be completed before any further activity can be done and see if they are adding any “compliance value.” If they are not directly related to achieving compliance deliverables then why are they in the process chain?

Serial, Parallel, and Gate processing in IT Project Compliance

As much as practicable avoid gate processes. When developing compliance processes the only genuine “gate” process should be a high risk validation process or high risk direct financial impact segregation of duties process–, and then only when going into a production system. Regulatory requirements rarely extend to most segments of a development system yet it is shocking to me how many companies implement stringent controls even in a sandbox.

If you must extend validation requirements to a development environment, it is likely less expensive and more productive to invest in the hardware and application(s) to set up a separated stand-alone SAP system that you can copy your production system to. All advance development efforts and work should be done there and only after there is some comfort level that it will work and is correct, duplicate the effort in the “compliance” development environment.

If there are needs for “gate” processes before going into your production system, attempt to define some parallel processing that will allow some or all processing to continue. To the extent possible don’t allow “gate” processes to stop progress.

Develop “staged” or graduated levels of compliance requirements based on the process of moving from a development stage, to a testing stage, and then preparation for moving into a productive system. The less restrictive these processes are until they get to the stage of preparation for moving into a productive system the more efficient they will be. For example, if testing shows that things work but additional efficiency or automation improvements might be made, the ability to go back and add additional enhancements should not be so prohibitive as to create significant obstacles to improvement. The amount of compliance “pain” or regulatory overhead imposed at earlier stages in the processes will have a direct relationship to the ability to make useful changes as the process is worked through.

Early process stages should be the least restrictive and the least intensive to encourage the type of early testing, checking of assumptions, setup, verification of processes, prototyping, and checking of concepts that are critical for well developed processes. The less restrictive the early stages are the more investigation and development can be performed. The development environment should meet this requirement.

For a quality or testing environment provide a separate, completely non-validated test environment that is a periodic copy of the validated test client. Then move system changes into there, test run through test scripts or test scenarios in an informal manner, evaluate for improvements or enhancements, then make adjustments and move them to the testing environment for re-testing. Once satisfied that the results are what you expect, then begin the testing in the formal validated QA environment. This non-validated test environment is refreshed with copies of the validated test environment from time to time.

Conclusion on Regulatory and Compliance in SAP or Other IT Projects

This article only scratches the surface but as you can see there are many possibilities for reasonable improvement that will help you to become agile and more competitive. Compliance processes should not become a stranglehold for your enterprise. A little work, and a careful review and evaluation of what the actual compliance requirements are can go a long way toward understanding whether your compliance processes make sense.

Compliance is important but in today’s globally competitive environment and fast paced world, activities designed to build empires or which do not directly support clearly defined compliance requirements are an impediment to the agile and competitive enterpri

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Effectively Scope Your SAP Project

May 17th, 2007

Hit the Target on SAP Scoping

Scope, scope, scope.  Over the years, hundreds of articles, documents, and warnings about scope setting, scope control, and scope management with ERP and IT projects have been written.  We’ve heard it all before.  Project scope is one of the biggest ERP project risk factors, yet few articles offer practical insight on setting or managing scope.  From an SAP perspective, all of the tools and resources have been provided to do the job correctly, right from the beginning, even before an RFP is issued.

Since the mid-late 90′s, SAP has provided an extensive implementation toolset that is not well understood by many, and is even less utilized to its fullest potential.  First there was the ASAP Methodology (Accelerate SAP), then ValueSAP (an enhanced ASAP toolset), and finally Solution Manager.  ASAP and ValueSAP were external to the SAP application, but Solution Manager is built in and incorporates the tools and resources available in the SAP ASAP “toolkit”.  Since SAP has over 20 Industry Solutions, and literally tens of thousands of implementations, they have EVERY major process covered, to a tremendous level of detail, in spite of what competitors might claim.  As a result, using the supporting tools correctly, there is little reason why anyone should be very far off in their scoping efforts.To get more insight and get specific details of the project scoping tools and resources SAP offers, as well as more details on how to do this scoping exercise see the article entitled “ERP and SAP Business Case for ROI, Business Benefit, and Success. It provides information on up front project activities, including preparation for your ERP implementation, upgrade, or enhancement RFP.  The resources listed there can be obtained directly from SAP free of charge for carrying out some of the “Discovery” and “Evaluation” phases of your ERP project.

Where do you Begin Your SAP Scoping efforts?

A well written, comprehensive scope document is critical to the success of a project.  Even before the project begins, that initial scope can make a huge difference in RFP’s and setting the right tone and direction for a project.  A good scope helps to determine realistic expectations and can make the difference between an on time, on budget project, or one that busts the bank. 

When embarking on an ERP implementation, such as with SAP, many companies “don’t know what they don’t know”.  In other words, how do they successfully translate their business requirements into a meaningful template to determine budget requirements, do an RFP, or ensure that their project has a good foundation.  Having little or no experience with SAP terminology, or the depth and breadth of the SAP application, few companies are able to put together a thorough RFP to be able to truly compare vendor proposals.  As a result there are times that a company may end up with a far less than optimal implementation partner.  Where a well-defined scope and carefully structured RFP process helps weed out less than optimal implementation partners, poorly defined scope could cost much more than just a blown budget.

What to Consider in SAP Scoping

Obviously there are budgets and limits to what can be done in an implementation. The ideal situation for many companies is to determine a Phased scope right from the beginning. [1]  You should know, even before submitting an RFP, whether or not you will add additional products or enhancements in future phases.  If you are certain you will be adding on functionality in the future such as CRM (Customer Relationship Management), SRM (Supplier Relationship Management), APO (Advanced Planning and Optimization), SEM (Strategic Enterprise Management), BI / BW (Business Warehouse), or other advanced functionality, it is important to know this right from the beginning.  Even though this additional functionality may not be part of the initial project scope, it should be considered during the blueprint phase to ensure that there isn’t a significant amount of additional engineering to accommodate the extra functionality and applications later. 

You may also see some benefit from the SAP core ERP functionality such as QM (Quality Management), PM (Plant Maintenance), PS (Project Systems) or other SAP functionality but it may not be cost effective to implement in the first “Phase” of your SAP project.  Depending on your needs and actual requirements of the business (not the technology) it may or may not make sense to implement some of these additional SAP functions in the future, but a detailed exploration of your scoping requirements will reveal this.

Some of the critical considerations for your company’s implementation or upgrade are whether or not you will need non-SAP “bolt-ons.”  These should be considered and budgeted for right from the beginning.  Consider making a direct request to the vendors during the RFP process about how they will handle the following items, and what additional costs might be required:

  • Training
  • Structured Compliance (SOX, ISO, TS, etc.)
  • Training Documentation
  • Change Management
  • Fax Ouptut
  • E-mail Output
  • Taxes
  • Bar Code Interface
  • Data Transformation Middleware (for legacy system interfaces)
  • EDI / XML or other electronic exchange
  • J2EE (or other Java Platform for online functionality
  • Web Extensions

If you are already past the RFP process, it is crucial to be sure that any or all of these areas, and any other “specialty” solutions are addressed during the blueprint phase of the project.  Each of these items may require additional software or expertise that may or may not have been budgeted.  A well done initial scoping requirement, along with a thorough RFP will help to ensure that you are truly comparing vendor bids in a more realistic fashion.

Where to begin the SAP Scope Effort

A good scoping effort should address every process that your company needs to implement.  Your scope does not need to address the details of every process, but it should address every major process and each major sub-process. SAP provides two outstanding tools for doing this (again, for other tools that are available read the article referenced above for more details):

1)  A business process scoping spreadsheet (this is an older ValueSAP scoping spreadsheet which should be sufficient for RFP preparation) updated with the ECC 6.0 version on 4/22/2010.  Please note, this is a Microsoft Excel spreadsheet, it is fairly large so it may take a few moments to download, and then your virus scan software will probably check the file.  Please be patient when opening the file by clicking on the link.
2)  A comprehensive online help system

The new SAP Solution Manager has all of this built into the application, but before setting up a test or demo system the Solution Manager application doesn’t do much good.

3)  Define a timeline for completing the initial RFP or Project scoping (expect anywhere from 2 – 12 weeks depending on your company’s complexity and size)
4)  Identify the key business resources that will be needed for the effort.
5)  Avoid analysis paralysis and stick to the scoping timeframe (the blueprint phase of the project is to finalize scope).
6)  Define any external system requirements or special “bolt-ons” that might be needed.

Finally, if this is a scoping exercise to support an RFP, be realistic in your expectations of both scope and budget.  If there is a significant amount of advanced functionality that you would like to implement, consider putting it in a future phase under a separate budget.  When doing the scoping work, consider using Phase numbers in your scoping exercise.  For example, a “1″ for the crucial core functionality, a “2″ for important additional value added functionality but that might need a separate project phase, and a “3″ for nice to haves but reserved for some yet to be defined future phase.

One of the keys to realizing benefit from an SAP implementation is in getting the application up and running as quickly as possible. 

The more effort you put in early in the process, the clearer expectations are set and the more satisfied you will be with the end result.

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[1] I’m a fan of the “phased” project approach because it allows the company to develop some internal competency and skill with the product before adding on additional integrated functionality.  It also allows for a company or organization to do an honest assessment of the implementation vendor and their consultants by the time the project is completed to see if they ever want to do business with that vendor again.  Sometimes, for better or worse, once the vendor selection is made you may end up tied into that vendor for the duration of the project.

Having said this though, one of the side effects of this Phased approach which must be planned for is that many system integrators will “abandon” previously implemented sites as soon as they have to move on to the next one.

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Screening and Interview Methods to Find the Right SAP Consultant

April 14th, 2007

 

SAP Consultant Screening

SAP Consultant Screening


Whether you are a business or a consulting firm, get what you’re actually paying for by avoiding the fakes, frauds, and cons with great looking resumes.  Software consulting fraud is rampant, widespread, and overwhelmingly involves H1B fraud.

High salaries with few “entrance requirements” make SAP consulting a prime software consulting fraud target.

SAP implementations are crucial for competitive advantage in business.  Some of the competitive advantages are efficiencies, integration, and automation when SAP is properly implemented.  To achieve these benefits, you entrust your business, your company, your enterprise, and your employees to a group of SAP or ERP consultants and business “gurus” believing these experts will help you achieve your goals.

In such a critical business endeavor you need the best software and the best ERP consultants that money can buy.  As a result an SAP consultant is often among the highest paid of the business software professionals in the technology sector.   With one or two full SAP implementations ( or with about 2 to 4 years of experience) it is not difficult to get a full time position in industry or consulting paying senior management wages.  For a decent contractor, that amount can easily be double or more.  The U.S. average salary for a doctor or lawyer is around the amount of the full time position.  However, unlike doctors and lawyers, there are no hard “entrance” requirements except claims of experience and the ability to get through the interview process.

Because of the potential “goldmine,” SAP consulting is a target for software consulting fraud, IT fraud, and H1B fraud.  Armed with fake resumes for SAP experience there are countless frauds and cheats who claim to be SAP consultants.  Worse yet, there’s an entire cottage industry organized to help write fake resumes, coach potential applicants, and even do initial phone screens to help these individuals engage in software consulting fraud on your SAP project.

Add to this that there are way too many recruiters and staffing firms who are more interested in making a buck than in working to police or stop the fraud and it is a mess.  Unless you use a genuinely reputable staffing firm or placement agency that has a solid reputation for doing actual background checks, employment / contract verifications, and some type of skills evaluations then you are wasting your time and money. 

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This is part of a series which explains the widespread FRAUD involved with SAP, Oracle, or other business software consulting.  I have no issue with H1B’s, student visas, etc., but these folks should be willing to work their way up just like many hard working folks rather than wreck your business and damage the industry through fraud.  For more extensive insight into the problem, AND specific methods for dealing with it, please see some of the other posts:

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Actual Experiences With Software Consulting Fraud, Fake SAP Consultants, Fake SAP Resumes, and Frauds

Having done SAP work since 1994, and being a project manager or team lead on many projects, I am often asked to screen and interview potential candidates for SAP consulting work.  I’ve certainly had some memorable interview experiences.

Real-life SAP bait and switch – Make Sure the person you interview is the one that shows up for the job

As a project manager for a mid-size national consulting firm, I got a request to screen a few potential candidates for an SD (Sales and Distribution) role.  The client requirement was very specific, to handle some reasonably straightforward pricing condition setup work.  The design was already done, and the requirements were already laid out, there was nothing complicated, no unusual requirements, really it was nothing special.  I would have done it myself if I weren’t up to my eyeballs on another project.

I contacted the applicant for the interview and the phone screen went great!  This candidate knew SD inside, outside, and upside down.  Great communication skills, clear, straightforward, relaxed–, no struggling or fumbling for the answers.  He pegged everything and it was very clear he had been working on SAP for many years, just as his resume said.  He’d be starting at the client the following Monday as a contractor.

A week and a half after that Monday start date, I got a call from the project manager at the client site.  The SD consultant was saying that everything they needed to do was going to require a programmer because what they wanted couldn’t be done with standard SAP.  The SD consultant I thought I had interviewed got on the phone and his English was HORRIBLE!  You could barely understand a word of what he said, worse yet, the little I could make out, this guy was totally clueless.  He didn’t even know how to do the simplest pricing related setup (using the SAP “condition technique”) and it was painfully obvious that this was NOT the same person I had screened on the phone.  A similar thing happened again to someone else in our company, the “bait and switch” in SAP consulting is alive and well.  While lots of people “pad” their resumes, there is a new breed of TOTAL CONS!  Watch out for the con artists!

SAP consulting is a target for software consulting fraud, IT fraud, and H1B fraud.  Armed with fake resumes for SAP experience there are countless frauds and cheats who claim to be SAP consultants.  Worse yet, there’s an entire cottage industry organized to help write fake resumes, coach potential applicants, and even do initial phone screens to help these individuals engage in software consulting fraud on your SAP project.

Lesson learned – ALWAYS screen and interview a second time in person, with different questions.  I can’t tell you how many interviews I’ve done where it was obvious by the delays and the keyboard clicks in the background someone was doing an Internet search, or an SAP help search during the interview.  During the second screening, make sure to have some fairly simple IMG task for the applicant to do.  Then log into a development system and ask them to show you how to do “x.”

Beware the SAP software consulting “fraud factories” – teaching them to lie, cheat, and steal – can you trust them at your company?

At a moderately large client site as the team lead, I was working on SAP’s R3 / CRM Internet Sales B2B application.  We needed a developer and it was a critical time in the project.  Because the enhancements were significant, it *had* to be someone with real experience, not a blowhard.  They needed ABAP, Java, and CRM or R3 Internet Sales experience.  This candidate had to be able to deliver on a compressed timeline and this was a critical path item for the entire project.  Because a significant portion of the company’s customer base was already using the web for all ordering processes, this was a mission critical, go or no go development effort. 

In come the mountains of resumes.  I probably did 30 or more technical interviews, and please keep in mind, I’m a functional consultant without all of the coding skills, but I can usually find someone who has the experience necessary to get the job done.

I learned a LOT about the fraud, the cons, and the “games” out there around the “SAP consultant factories.”

During this long, painful screening processes, there were probably 4 genuine candidates who had spoken to questions and requirements clearly, concisely, and explicitly enough that I was certain they had “been there and done that.”  Those interviews showed they were the real McCoy.  Then the oddest thing happened, after some measure of assurance they were genuine, I followed my own suggestion from prior lessons learned and asked when they could come in for a second screening face to face.  One consultant just simply said he couldn’t, no explanation, just refused.  A second one tentatively agreed then called back a few days later and said he accepted another contract offer.  The third one just never showed.  At least one, probably two, and possibly all three were the classic “bait and switch.”  They had someone else do the phone screen for them, and then they would show up with NO experience and potentially jeopardize the go-live date.  And because of the mission critical nature at this client, they would potentially jeopardize the entire project.

One of the candidates (not among the 4 with real experience) I was given to screen was the most revealing candidate of all.  I was handed a resume, with a LOT of the *identical* projects, descriptions, and timelines as many of the other resumes I saw.  Except this one was different.  This one had a project listed at a company where I knew literally everyone on the project team.  I hadn’t worked on the client, but as the SAP Knowledge Manager for the consulting firm that has a great, long-term relationship with the client, I personally knew everyone on the project.  Because of my position, I also knew many of the contractors that our firm used and this person’s name was not one I recognized. 

This phone interview revealed the “SAP software consulting fraud factory” to me in ways I’d never considered.

Since I knew the project manager at that client, and the technical lead, both of whom had been there for close to 3 years, I decided to ask a few key questions.  In a rather friendly manner, when the candidate got on the phone, I asked him if he’d worked at that particular client before.  Of course he replied he had.  I then asked “So, how’s Jack doing there these days?” to which the candidate said he didn’t know any Jack.  And I said, “Sure, you know, the project manager, how’s he doing?”  Still he said he didn’t know a Jack and then said he worked in a technical area away from the rest of the project.  So, I asked how was Sri doing?  As a side note, Sri and I are personal friends who go back many years and have worked on several projects together.  He is probably one of the most talented ABAP / Java / Portals / CRM / SAP gurus you can find anywhere.  Still he insisted he didn’t know any Sri and that he worked in a different area.  When I pressed and insisted that Sri had been there for several years, that he was the technical lead, and that I knew him personally, this candidate wouldn’t relent.  Even after I told the candidate that I knew everyone on the project personally, and that Sri was responsible for all of the SAP related CRM and Portals development work, he still insisted he had the experience and had worked there but didn’t know Sri.  Knowing he was lying (he had no way to know how well I knew the project participants), I called my old friend Sri on his cell phone, and did a three way call to get him on the phone.  At this point in the interview the candidate finally admitted the truth… 

He lied, he had some service out there put a fake resume together for him, with legitimate SAP projects (probably gleaned from SAP resumes out there today), and had gotten coaching on how to lie his way through the interview.  This candidate actually had the nerve to ask if he could still come onto the project even though he had just admitted he lied about his experience and that his resume was a fake!

Lesson Learned – a resume is a piece of paper, just because it has all of those “cute” SAP terms and buzzwords on it doesn’t mean much.  An SAP resume should only serve one purpose–, to consider whether or not to interview the individual.  NEVER base a hiring or contract decision on a resume and a “personable” interview alone.  Even if the interviewee comes across as knowledgeable and authoritative, remember my example above, this guy actually had the temerity to still ask for the job even after admitting to be a fraud!

How do you screen or interview to find good SAP consultants?

At first this statement will sound counterintuitive, but let me make the statement first and then explain.  The goal with every interview must be to qualify an applicant, not to disqualify them (but do NOT be afraid to dump a fraud immediately).

The following background is important because depending on how you screen, you may miss the absolutely best qualified, skilled, and experienced candidates and hire some of the worst. 

Why current SAP screening and interview methods miss good candidates and let the SAP con artists in.

SAP is so massive with so many industry specific solutions, that a good “con” can sound like they know what they are doing.  The depth and breadth of the application is so big that even though I’ve been doing SAP projects since 1994 I still learn new things on every project. 

A liar, with some coaching, or industry exposure, who has spent some time online doing a little research, can sound pretty convincing.  My interviewing experience for technical consultants showed that on a good day maybe 1 in 3 resumes are valid.  For the functional consultants, it’s still less than half. 

The number of fakes, frauds, and cons trying to get into SAP to help design YOUR business solution is incredibly high.  When considering the stakes to your business, and the overall expense of a full ERP implementation, the cost of those fakes is too high no matter how convincing they may be.  If it means “eating” the expense of a few airline tickets for the second screening, then so be it.  It is a cost that is well worth it to know for sure.

After experience since 1994 with SAP, numerous full cycle, extensive scope projects with both SD and MM, and after exploring and configuring a substantial portion of the application in areas of SD, MM, LE, and some FI, I will be the FIRST to admit during an interview that there are some things that I have not done before.  That list is getting smaller as the years go by, but I still learn new things on EVERY project.  This in spite of the fact that I have received written accolades, formal recognition, and even client initiated bonuses as a contractor! 

There’s one or two things I’ve learned along the way about screening or interviewing applicants.  One of those lessons is that different personalities and different communication abilities make it almost impossible to genuinely determine the amount of experience.  For example it is difficult to determine if someone like me, who started with SAP in 1994 actually HAS that much experience!  However, the following screening method will enable you to determine if the applicant has real SAP experience, it just can’t be used to determine how much experience they may have.

Screening and Interview Rules for Finding Real SAP consultants, experienced, qualified, high quality SAP consultants

•       YOUR GOAL IS TO QUALIFY AN SAP CANDIDATE (but DUMP THE FRAUDS IMMEDIATELY)! 

If a candidate can’t answer every question or deal with every issue it does not mean they don’t have experience.  What you are looking for is a high comfort level within yourself that the candidate really does have SAP experience in the area you need.  That does mean you really must check with their prior clients.  If you go in with the perspective of disqualifying a candidate, you can always find something that wasn’t answered or dealt with to your satisfaction.

•       Before you even decide to waste your time with an interview do an old-fashioned HR check with the prior companies. 

Many company’s HR departments will do a simple validation of contractors.  Even if they don’t have direct records, they are more than willing to check with the project manager or others who might know. And most companies list an HR contact or hiring information contact online to send an e-mail to.  What I do is copy the section of their resume related to that company, send it to the HR manager, and ask them if that person was in that role or had the listed responsibilities at their company.  Basically I just want them to verify that the information is true.  If the resume lists companies in foreign countries, or organizations that there is no way to reasonably verify them then disqualify that experience from their resume.  It is not that it should be necessarily considered fake, but it SHOULD BE COMPLETELY IGNORED as if it didn’t exist on their resume at all.  It is a very common tactic to list several foreign SAP implementations which are completely fake.

•       As an alternative to the HR check, or possibly in conjunction with that check, you may wish to ask the candidate for a specific contact who is STILL AT THE COMPANY they worked with. 

Even this has to be carefully verified.  I’ve been given bogus phone numbers and e-mails that are not at the company being used for a reference.  Be sure it is a legitimate phone number and e-mail address.  Also try to verify that the internal company reference is the person they claim to be.  I had one situation where an internal company reference was provided that was supposed to be the project manager, it turns out the individual was an ABAP programmer and a personal friend of the person trying to sneak the fake resume through.

•       Look for “giveaways” that the SAP “consultant” lacks the experience they say.

If their resume shows 6 -10 years of experience and you have a very difficult time understanding them that’s a pretty significant red flag.  After all, just exactly how did they participate in the numerous meetings and requirements gathering sessions?  Just how did they handle writing a blueprint?  How did they manage and work issues when they can hardly be understood?  Even if they babble all of the “buzzwords” how did they work through business issues and actually transfer any useful knowledge if they “talk the talk” but it is not understandable or in plain, common terminology that everyone can understand?  In other words, beware when during the interview, OR on the project when they try to “baffle you with feces.” 

Although they may be legitimate, beware of resumes that match too closely to a highly detailed requirement or unusual requirements.  Some unscrupulous consultants, ESPECIALLY those who managed to start their SAP careers as frauds have no problem producing fake resumes with fake experience and fake qualifications for any position they seek.  After all, if it worked for them before they continue to do it.

•        Does their resume show they started SAP at 16 years old? 

I’ve also received resumes that show 8+ years experience in SAP and the person who showed up was in their early 20’s.  That means they would have started doing SAP work at 16??  You get the picture.  If the person is obviously in their early 20′s and they have 5 – 10 years of experience listed on their resume that’s a dead giveaway that they are a fake and a fraud.

•       Do your homework about SAP interview questions.

Go online and find some of the resources for interview preparation.  There are lots of sites and lots of SAP forums out there to “help” some of the cheats.  AVOID those questions in your screening process.  However, if you must use them, take the time to rephrase them so they make sense but do NOT use any “SAPspeak” terminology or any SAP specific phrases that they might have been “trained” on.

•       Develop a specific interview script to use on the phone, and a separate one with different questions for the in person screen. 

Again, if possible, avoid “SAPspeak” in that script, and above all else, be careful to avoid questions that give the answer away.  If a candidate has trouble understanding the question, carefully re-phrase it in such a way that doesn’t directly give the answer away.  (e-mail me for examples, if I can verify you are a legitimate end customer or reputable consulting firm I will provide you sample / example questions with absolutely no obligation!).

•       Establish key baselines for the SAP interview, even if it is already stated on the resume. 

Be sure to quantify how much experience in time, number of implementations, or how many years before beginning any screening or questioning.   Use these as baselines and note any avoidance of committing to an amount of time or number of implementations and explore the avoidance.  If someone claims experience on their resume and then reiterates they have done X number of full-cycle implementations, or they have Y years of experience, and then backpedals, or doesn’t demonstrate that level of experience, or starts to make excuses for the lack of experience they are likely a fraud.  Move on.

•       Press for specifics, press for specifics, press for specifics, press for specifics.  During the interview process, do not accept vague or evasive answers! 

If the candidate doesn’t know the answer, they should say they don’t know.  Vague and evasive answers should generally be considered a red flag (although there are occasions that there may be a misunderstanding, so remember, the goal is to qualify, not to disqualify a candidate).  Also, be careful if they “sound” like they might be answering the question but you really don’t know what they are saying.  After all, if they really have the experience and are a qualified consultant they should be able to translate SAP speak into plain business language that anyone can understand.  How else are they going to develop a blueprint, or write position papers, or resolve problems / issues so that they can be understood?

•       During the Interview ask for details related to actual SAP configuration settings. 

Someone may not remember the *exact* settings, but they should be able to speak to it in enough detail that an experienced consultant will leave you with some assurance they have been in those IMG settings before.  Be careful not to “give the answer away” in the questioning process.  So carefully craft your questions so that they are clear enough to understand the what you are trying to have them configure without using the specific terms that you see in the SAP IMG.  Also be attuned to questions from the applicant that are seeking more understanding and those that are actually trying to get you to give them the “answer” that they can parrot back to you in a different way.  There is no way that anyone, even after many years, is going to remember every value, or every setting of the thousands of possibilities from memory.  What you’re looking for here is enough specifics to help you understand that they actually have done configuration before.

•       Define a couple of business challenges or scenarios that you had to solve in the past, or are trying to solve now then and ask the candidate for specific ideas and methods for how to address the issue. 

With many things in SAP there are several methods or approaches to resolve the same issue, if you get the same answer that you have used in the past, great!  If you don’t get the same answer, listen very carefully because you may learn a new and possibly better way of doing something from a real SAP consultant or you may discover that they are making it all up. Probing in this area, around issues you have already solved, or issues you are facing is a great way to find out if someone actually has the experience they claim.  In a nutshell, can they solve your business problems or apply the correct SAP solutions to the issues you face?

However, BEWARE HERE, I HAVE HEARD MORE BOGUS, SILLY, AND RIDICULOUS EXPLANATIONS THAN YOU CAN IMAGINE!  Make sure you read the follow up piece to this one because it is absolutely critical to understand the applicant (Screening and Interview Methods to Find the Right Consultant – Part 2).  Part of the critical skills you are looking for is the ability to translate the complex and technical into the simple or at least understandable.  If they lack that basic skill then they will be unable to to “consult” you on your project.  If no one can understand their “gibberish” then how can they consult?

•       ALWAYS, ALWAYS, ALWAYS be willing to have them come in for a second, face to face, technical SAP interview with different questions. 

When you consider the amount of money you will be paying a month for this person’s services, some potentially lost air and cab fare is pretty cheap.  After a good phone screen, to avoid some of the obvious cons, come right out and tell them that you will have them come in for a second face to face screen with different questions and that you will have them demonstrate some configuration tasks at that time, keep the tasks simple, but do not tell them what they are.  Some of them will never show up and you can avoid the wasted time and expenses.  If they show up, pay careful attention at how comfortable they are in finding the configuration locations and in navigating in the IMG.  Consider it a red flag if they come in with an agenda of what they are going to show you, unless they can easily demonstrate the skills you request.  That can be an indication that they got coaching to con you and are going to try to take you through their own “scripted” demonstration that some friend showed them.

•       If you are a consulting firm who routinely recruits SAP talent, change up your questions and interview techniques at least a couple times a year. 

This will help to ensure that if the questions or other information is leaked, they will become obsolete by the time any significant circulation happens. 

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