Professionalism Helps SAP Consultants Stand Out

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

In these times, professional qualities may be a differentiator among equally qualified SAP Consultants…

Do not underestimate the importance of professionalism in the SAP consulting industry, particularly during tough economic times.

While strong technical skills will always be at the top of the list for SAP consultants, professional skills rank a close second, and can often be the differentiator among equally qualified SAP consultants.

Successful consultants are able to transition smoothly from one client site to the next by making positive first impressions and building professional, productive relationships. The most successful consultants are very efficient in acclimating themselves quickly to different corporate cultures. This requires skills far removed from technical know-how.

Clients assume that consultants are professionals and know how to act professionally. So don't make the mistake of crossing the line between professionalism and un-professionalism, even when you feel "comfortable" enough with others around you to do so. Ultimately, this mistake could cost you your job and possibly your reputation in the SAP consulting industry.

Active listening advances business for the client and creates business opportunities for SAP consultants

While definitions of professionalism may vary among SAP consultants, there are certain characteristics or aspects of a professional that should never be overlooked. To begin with, communication is very important. Are your communication skills effective, accurate and appropriate?

It is important to remember that there are two sides to communication-talking and listening. 'Active' listening is critical, and often even more important than speaking. Many clients prefer to take the lead in conversation. By allowing them to lead the discussion, you may find it easier to win them over. Some clients will feel more in their comfort zone if they feel they have control of the reigns.

If you listen actively and carefully to what your client is saying and ask questions at appropriate times, you can better learn their priorities and better align your counsel and activity with the client's needs and goals. You can learn what pains them and work to create new solutions for them-a practice that will help advance business for your client, and one that often translates into additional business opportunities for you.

Be sure that you are actively listening in order to fully comprehend the point the other party is trying to make. Active listening can be difficult in a fast-paced, pressure-filled SAP consulting environment, so try to limit distractions or interruptions if possible.

Finally, make sure that you allow the other party to finish talking before you start to formulate your response. Let them complete their thought, and don't interrupt. If you jump to conclusions and respond before they finish speaking, you may not answer their real question.

What are some of the other important qualities that define a truly professional SAP consultant? Remaining calm when tense or unexpected situations arise? Understanding other people's views and opinions? Following through on commitments and obligations? Always maintaining high ethical standards?

The list is long and continues to grow as client expectations continue to grow. Do you think you could be more successful in your SAP consulting career if you focused on improving your professional skills? If you listened more carefully to what your client says?

So, the question to you is, what professional skills have you mastered and which ones do you need to work on?