I recently received a wonderful video link, which, in essence, explains how differently we see the world of consulting from a small Oracle ERP company. http://www.youtube.com/watch?v=R2a8TRSgzZY
By the very nature of the Oracle ERP or ECM consulting work, there are intangibles involved that this video explores in such a vivid manner, says Daniel Robus, Sales Director at iFactory.
If you are the decision-maker in your company with regards to vendor relationships, try to empathise with your partner a little.
Consider these points:
* If you have chosen to do business with a smaller, niche partner, do not treat them the same as a global SI. There is a reason they both exist and they fill specific functions in your environment.
* Don't ask us to work for free - everyone wants to make money by doing a fair job. Make it easy for both parties to succeed by being clear on what you want. If you are not clear on the project objectives then do not expect a fixed price engagement, or you will have a number of variation orders. If you do not have budget for something then do not expect it to be done in this phase. In addition, do not ask for "free POCs" because you wish to "see if it fits our needs".
* Be careful of hard negotiation on rates, as you may win small concessions but lose the most skilled person on the project.
* It is not an exam - provide as much information as possible so the partner can understand your pressures and associate with them - if there is a budget constraint or a time deadline, explain the 'why' so that together you can achieve the 'how'.
And lastly...
This is a partnership. Talk to the SI - let us know what's going on.
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