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A Cautionary Tale About SAP Knowledge Transfer

February 3rd, 2009

SAP Project Knowledge Transfer of Technical Requirements

The first few years of my SAP career was spent doing SAP training and documentation. That time in front of a classroom doing SAP courses helped me gain an understanding of the user perspective, the client perspective, and the ability to facilitate effective requirements gathering sessions.

Many SAP trainers do not have the “luxury” of specializing in a single module.  Usually you learn the transactional processing of whatever module you end up being responsible for on each project.  As a result, many SAP trainers with a few years and a few project experiences have a fair process understanding of the application.  During my first few years of training I covered most of the major SAP modules [FN1].  This background was an invaluable experience for me.  Because of the results I’ve seen when knowledge transfer is done correctly I’ve become a real fan.

Experienced SAP Consultants and Knowledge Transfer

Genuinely seasoned consultants recognize that the time they have spent “in the trenches” cannot be replaced by one project’s knowledge transfer; therefore, they are not threatened by encouraging your understanding.  Many talented consultants thrive in an environment where they are challenged, and learning, and solving problems.  It is a dimension of a successful consultant’s personality and character.  So transferring knowledge is second nature to a skilled and experienced consultant.

Most often the truly skilled consultants with practical business and work backgrounds are the ones who can speak to issues in plain, understandable terms.  They have been through the go-lives, they have done the production support for the user community, they have had to work through the complex or thorny processing issues, they’ve seen where things were done right (and not so well) and they have gained a solid process understanding.  They do not have to rely on “fast talking techie speak” to keep you confused and in the dark.  And if you’re not clear on what they are saying how are the project team and user community going to understand them?

Having explained my bias, one of the most important things a company can require of their software vendor is knowledge transfer.  Done correctly this leads to operational independence.  Done poorly, or not at all, it leads to perpetual vendor dependence.  Worse still, done poorly the long-term organizational change and acceptance of the new system, new processes, and new way of doing business is much slower and more painful. In some of the worst cases strong enough resistance to the needed business change may lead to resistance and eventual failure of the implementation.

More on SAP Knowledge Transfer and Process Communication Skills

Most consultants come to a project with resumes that claim several years of full life-cycle project experience:

  • leading requirements gathering sessions,
  • developing blueprint documents,
  • producing option assessment whitepapers,
  • logging and troubleshooting complex issues with users,
  • performing actual knowledge transfer,
  • training client-side core team members,
  •  and post-go-live support.

For many companies looking to install SAP or other ERP applications many of the consulting companies deliver “generalists.”  These “generalists” do not have the critical application and process knowledge to ensure that your company will gain the critical “operational independence” you need for long term success.  Ask yourself how you are ever going to acquire the knowledge transfer your organization needs if the consultants who you are paying are also learning “on your dime.”

SAP Knowledge Transfer Requires Good Communication Skills

How can a consultant do any of the communication intensive project requirements without strong native language skills?  Any language barrier is a red flag that you may not receive the critical knowledge transfer you need for operational independence. The lack of ability to do knowledge transfer is a serious red flag which should be a warning that the consultant may not have the level of experience required for results.

I have seen the results of projects where the vendor team would not effectively transfer knowledge, and projects where it was effectively transferred.  While there are lots of reasons, some of the danger and warning signs of a problem vendor and of problem consultants are those who will not, or cannot, share their knowledge and move the dependent organization toward independence.

There are a number of warning signs indicating a serious problem.  For example:

  • Fast talking “jabber” that sounds sophisticated but is difficult to really understand.
  • “Techie” terms and jargon rather than plain native language terms that make sense and even help the uninitiated to understand (frequently this is an indication of a LACK of experience because the exposure the individual has is to the “technical” material they have reviewed or are learning online).
  • Lots of “consultant only” meetings where client counterparts are not invited to participate (some of these, like weekly team lead meetings for consultants only may be needed.  But excessive use of these should be seen as a red flag).
  • Layers of bureaucracy to get answers or to resolve problems from the “keepers of the knowledge” by the active or extended implementation team members (again, some of this is necessary as a practical measure from the extended user community).
  • Frequent failures to communicate changes in direction, or new requirements.
  • Constant refrains like “you don’t need to worry about that now” or “we’re not there yet” or “don’t worry, we’ve got that covered.”  Or worse still, “why do you need that?”  If you’re getting these types of responses without adequate explanations this should be seen as a danger sign.
  • Or, the all time classic “I’m (or we’re) too busy to worry about that now.”  And while many projects are busy, the knowledge transfer can not be neglected.

Effective SAP Knowledge Transfer Requires the Ability to Make the Complex Seem Simple

The important skill in all of this is the ability to take the complex and make it simple.  Anyone can take the complex and keep it that way, or even make it more complex, however those with real talent can help you understand what you need to know for success.  They are often able to do this in terms that you understand, and when the introduction of completely new and foreign concepts are introduced if they have enough experience they will have worked through it enough internally to be able to present understandable explanations.  Often times those fast talking consultants, who are hard to understand and use lots of jargon or technical talk that “sound” so brilliant are most often the fakes.

All of these fakes are more common than many clients realize, and more damaging to your implementation than you can imagine.  Even many vendors are duped and hire these consultants who hide behind their own lack of knowledge or experience by preventing you from gaining knowledge, or the ability to meaningfully challenge or review their work.  By preventing meaningful review of the consulting work you are billed for it is difficult or impossible to recognize the level of competence and skill (or more likely, the lack of it).

Knowledge Transfer Exceptions

There is one other perspective and cause to consider here: there are some projects where the client company (not the vendor) does not provide enough resources for the project, or will not commit enough of their core team member time that makes it very difficult to transfer much knowledge.  To achieve operational independence a company MUST commit their resources to learning the system, and learning it well, for long term health.

Trying to have core client team members do an SAP project while maintaining some additional responsibilities of their other job only hurts you (the client) in the long term.  The reason is that once you go live things will change, SAP will be your new system and the old ways of doing business will not all be supported.  As a result the more knowledgeable and capable your core team is the better and more productive it is for your business.

If you’re one of those clients where you really don’t care, money is virtually limitless, and you just want a warm body, then these types of consultants, their vendors, and the long term dependence on them are ideal for you.  If you’re looking for results and meaningful long term value, run from these consultants and their vendors like the plague.

Operational Independence is the Key Success Criteria or Measure of SAP or ERP Knowledge Transfer

To avoid this problem, your vendor contract might include a provision where you commit to the number of resources and time (client staffing levels) and the vendor is required to reach a point of operational independence within 2 (or 3, or whatever number) months after go-live.

Define operational independence as the client resource’s ability to troubleshoot and resolve transaction problems within the scope (or list) of the transactions that are implemented.  Also, the terms of your agreement might spell out that as of “x” date, the vendor agrees to support all client resources at “y” discounted rate (say 50% or less of the project rate) until operational independence is achieved.  See how your vendor reacts to this.  If they raise concerns, and want some contract language changed or modified to make things fairer and to spread the responsibility more appropriately that is fine.  But if they are resistant to such an arrangement without a clearly compelling reason you may want to reconsider whether they are the right fit for your project.

Combat this throughout the project by building some of these knowledge transfer expectations into other parts or phases of the project.  For example, by the time the project begins integration testing, the client resources should be able to configure or resolve “x” or “y” as part of the knowledge transfer.

How you resolve this is up to you, but let me assure you that knowledge transfer is a key component of every GOOD SAP project.  If your project is lacking in the knowledge transfer and you have provided sufficient resources you may want to take a long, hard look at your vendor and consultants.  You may be headed for more problems and more unnecessary expenses and cost than you know.

==========================

[FN1] I had trained classes on various parts of PP (Production Planning), SD (Sales and Distribution), MM (Materials Management), WM (Warehouse Management), FI (AR, AP, GL, and Asset Management)

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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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SAP as a Change Enabler

April 17th, 2007

SAP as a Change Lever

SAP as a Change Lever

SAP can deliver amazing results or mediocrity, but that depends on you!

If your company has decided to implement or upgrade SAP the results you achieve depend on several things.  Some of the keys to business results and SAP success depend on your business reasons for the implementation and your commitment to excellence in staffing your SAP project.  That excellence in staffing is not just your internal resources but also the vendor you select to guide you through the process. 

SAP as a Corporate Lever for Change

The key to optimal results from SAP or any major IT investment, especially an ERP system, is to use the technology as a lever for change.  If your focus is on the technology, or the ERP system rather than the business, all you’ll have in the end is just another system, more integrated and requiring more discipline, but just an IT system.  In the end, you’ll never realize the promise of what a properly implemented global ERP application, such as SAP, can do for your business.

“The software is less important than the changes companies make in the ways they do business. If you use ERP to improve the ways your people take orders, manufacture goods, ship them and bill for them, you will see value from the software. If you simply install the software without changing the ways people do their jobs, you may not see any value at all—indeed, the new software could slow you down by simply replacing the old software that everyone knew with new software that no one does…  To do ERP right, the ways you do business will need to change and the ways people do their jobs will need to change too. And that kind of change doesn’t come without pain.

The important thing is not to focus on how long it will take—real transformational ERP efforts usually run between one and three years, on average—but rather to understand why you need it and how you will use it to improve your business.”

Christopher Koch, The ABC’s of ERP.  CIO.com, November 17, 2005.

This focus on business processes and process change while using ERP as a change lever automatically helps to ensure greater company ”ownership” and control of any ERP project.  The whole reason a company undertakes a major IT strategy, such as a global ERP system like the SAP application, is for business benefit. 

Past the Marketing, what do you hope to GET from an SAP implementation?

 Too often in the consulting sales cycle the focus is on your “pain points.”  Pain points are an important ingredient for an ERP implementation but it should rarely be the single driving factor for implementing ERP.  Depending on your IT infrastructure and what SAP will replace, there may be ROI opportunities, and real cost savings available, but the big “GET” with an SAP implementation is the opportunity to transform the business.  It is important to go beyond just cost reductions.

If you go into an SAP implementation with your eyes wide open about some of the cultural changes with SAP, you will benefit tremendously.  The software will enforce a measure of discipline breaking down silos, breaking down walls, and requiring more inter and intra departmental cooperation. It’s important to know up front that there will be cultural and business process changes.  That type of business transformation is not easy but it is important to compete in today’s economy.

It is precisely because of the business process revolution that executive sponsorship, senior management involvement, and the very best talent for the project team the company has to offer are critical for SAP implementation or upgrade success.

After the “pain points” and the “cultural changes” along with the importance of senior management involvement, what do you hope to get from your technology investment?

Properly thought out, properly planned, and properly implemented, SAP gives you the opportunity to effect a business process revolution where true order of magnitude changes are possible. SAP techology can enable your company or organization to make changes in how you manage your business, address market and competitive pressures, and at the same time enhance your value proposition.

While replacing numerous legacy systems, their interfaces, and the maintenance costs associated with those legacy systems can be a tremendous justification for an ERP or SAP implementation for some companies, here is a list of the Top 10 Reasons for an ERP implementation:

Benefit
Improved management decision making
Improved financial management
Improved customer service and retention
Ease of expansion/growth and increased flexibility
Faster, more accurate transactions
Increased revenue
Cycle time reduction
Improved inventory/asset management
Fewer physical resources/better logistics
Headcount Reduction

Hawking, Stein, and Foster – Revisiting ERP Systems:  Benefit Realization.  From the Proceedings of the 37th Hawaii International Conference on System Sciences (IEEE, 2004) citing from Davenport, et. al., (2002).

Notice that most of the expected benefits are forward looking and competitive in nature.  Unfortunately many companies have not implemented their SAP systems with this forward looking benefits approach.

In recent years, as SAP customer participation in public information sharing events has increased (ASUG, Sapphire, etc.), many SAP clients are seeing more and more benefit.  This benefit seems to be realized only with “Wave II” internal initiatives to add on additional automation functionality and reporting.  SAP’s “New Dimension” products like CRM, SRM, BI/BW, APO, and other technologies are making some difference for some companies, but even they aren’t fully delivering on business expectations.

Every SAP implementation or upgrade should become an opportunity to evaluate the transformation of your business.  Challenge your implementation partner and your own internal resources to make every SAP implementation or upgrade an opportunity for improvement.  Decide up front whether you will dedicate the time, budget, and energy to implementing more advanced and “benefit laden” functionality in the initial implementation or whether you will work to get the “core” package installed and then do a “Wave II” add on project after the business has had a little time to stabilize. 

I personally tend to favor a staged or “phased” approach because it gives the business an opportunity to evaluate the implementation vendor’s capabilities, develop some internal competence or expertise, bring some knowledge into the organization, and generally evaluate the company or organization’s ability to absorb the change.

How to use SAP as a change enabler to Transform your Business

Determine from the very beginning, even before the project begins, what the key performance indicators for your business are.  SAP has done a great job of compiling an example list of KPIs that they include as part of their ASAP methodology.  Right here on this site I’ve written extensively about the process and alignment of KPI indexes for business success.

What are the critical measures for each department within your business?  What are your goals and what are the crucial employee performance measures that are used in their reviews?  Look forward, what is the direction of your company, your marketplace?  What should you be positioning yourself for?  What benefits do you hope to get from your implementation or upgrade?  These and many more questions like this must be answered clearly before you even begin your formal project planning.  This should become your project charter.

Armed with this, you can make the most intelligent decisions about scoping your SAP implementation.  SAP is a massive application and contains some sort of solution to address nearly any performance measure or business benefit imaginable.  And while it may not be a 100% perfect fit for that particular measure, the application can be molded and shaped to fit nearly any requirement.  Between the intelligent use of reporting tools and SAP’s generous “user exits,” pre-delivered enhancements options, or a standard SAP bolt-on, you can implement an application that will enable significant changes in your enterprise.  Davenport, et. al., classify ERP potential three ways, Integrate, Optimize, and Inform.  Basically, the process of implementation, improvement, and then data analysis in an ERP application.

The key to ROI is getting to the data analysis stage as quickly as possible.  I call this transforming the management culture from an operational and task orientation to a strategic and analytical culture focused on competitive advantage.  To make that transition, it is crucial to ensure that your implementation partner provides consultants who are more than just SAP application consultants, they must be true business analysts.

Some of the steps to getting there include doing more of the up front work surrounding your ERP or SAP business case.  A proper business case will help ensure a far better vendor selection process, a better business blueprint, a better managed project, and more likelihood to deliver on-time and on budget with real business benefit.

You need Solution Experts for your SAP, ERP, or IT Implementation or Upgrade Project

To transform the culture, you must have SAP consultants who are also business savvy.  They must be business consultants who understand when it is time to “push back” because even though there may be a technical solution, there is a deeper business process issue that needs to be addressed.  You need real consultants who won’t just design technical “band-aids” but who have the experience and the skill to look at a problem and understand whether it is a technical issue or a business issue related to people or process (i.e. analyze people, process AND technology).  A true solution expert will help to resolve underlying business process problems, look for ways to make them more efficient or productive, and then apply technology to the process to automate it.  A solution expert is a business consultant first and knows how to apply technology to business processes.

If you are successful in partnering with a firm that provides solution experts and not just technicians, you will go far in realizing many of the benefits that SAP promises in a shorter period of time.  Not everyone on the entire project team needs to be a “solution expert” although that would be ideal, but many of the team leads should be heavily skewed toward being “solution experts” and not just SAP technicians.

Using SAP or other Technology to Transform Business Processes – practical suggestions

Key areas for solution experts to focus on during any SAP implementation or upgrade are growing your business or generating revenue combined with efficiencies or cost reduction.  When you begin any SAP project these two key factors should be built into the project planning process.  Otherwise, why are you doing an ERP project anyway if not for some business benefit?

Right from the beginning of the project this communication must be set, and the communication repeated and reinforced throughout the project.  Weekly team meetings should emphasize these key business benefit components and rewards recognizing and encouraging these benefits should be liberally used.

1)    Plan right from the beginning of the project (implementation or upgrade) for business growth / revenue generation and efficiencies / cost reduction.  Build it into the project charter.

2)    Gather all of your companies departmental or individual performance goals along with any key company metrics…  From these derive a set of KPIs.  Additional sources for deriving KPIs might be reports.  What are the commonly used (rather than ignored) reports that people use to do their jobs?  Are there any spreadsheets still “hanging around”?  All of these are good candidates for deriving KPI’s from.  Either for enhancing revenue or reducing cost.

3)    No matter how much effort it takes, be sure to read the resumes proposed by the implementation partner.  Ensure that most, if not all, of the team leads are real SAP solution and business experts, not just SAP technicians.  Pick your implementation or upgrade team carefully, you’ll be spending a lot of time and money on them and you’ll be entrusting your business to them as well.

4)    Use good project management techniques.  Glitz and glamor during the sales cycle won’t deliver an SAP solution.  Make sure your implementation partner has a REAL methodology, tools, templates, and resources to ensure a successful project.  Once you decide on an implementation partner, insist on a project plan and then publish it.  Even if it has to be frequently adjusted or modified, it gives targets and goals to aspire to.  If your implementation partner project manager doesn’t provide a project plan, or if they want to keep it hidden, get it corrected quickly or GET RID OF THEM IMMEDIATELY!  That may be a dangerous method of them trying to avoid some measure of accountability and responsibility.

5)    With a true focus on business benefit, be prepared to spend more time in the project preparation and blueprint phases with your implementation partner and a few key resources.  Get the scope and the project focus right from the beginning and it will make a HUGE difference!

6)    When contractors must be used, be sure your implementation partner uses the screening methods to find the right SAP consultant.

The next edition will focus on rapid but effective project scoping.  There is a simple project scoping method which will allow you to effectively scope even an initial implementation and then use it for a more effective RFP.  In a future edition I’ll cover effective RFP writing.  How to be sure your implementation partner candidates are proposing apples to apples.

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