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So What Can JonERP Do For SAP Solutions and Services Firms?

We get the question all the time: "Your web site is excellent/nifty/fun, but what can you do for clients?" So, we decided to address this with our SAP Services Blog, where you can read about what Jon Reed and the JonERP team do for clients in our typical frank language. For a broad overview of all our SAP client services, go here. Otherwise, scroll down for specifics on how Jon brings together SAP media, business strategy and Web 2.0 techniques to help his clients stay one step ahead. Also: there is plenty of bonus content here to apply to your current SAP business and marketing strategy.
Putting SAP Web 2.0 Projects in a Strategic Context - What JonERP Can Do Print E-mail
jonerp.jpgThe biggest mistake SAP services firms make with Web 2.0 is getting "Web 2.0 fever" and heading onto some online web sites with a chaotic energy and an incoherent strategy. An equally problematic mistake is to ignore the innovations of some employees who have done some great Web 2.0 things "on the side" because the firm was not ready to move forward. The pitfalls can be avoided by developing a coherent Web 2.0 recruitment and marketing strategy - and that's where Jon Reed of can help.

Here are some strategic-level Web 2.0 projects that Jon Reed has devised with his clients:

- Design a marketing strategy targeting specific "SAP verticals" with the goal of developing online communities for senior consultants in these verticals and branding the firm as an expert and resource provider of choice in particular SAP verticals.

- Develop a plan to "liberate" your web site from a bottleneck dependence on web site designers to post new content and add new menu items via the rollout of a comprehensive content management interface. The upfront investment in a content management is significant, but the payoff is that you can now train your business users (or a hired super-user that Jon Reed can train) to post and update all kinds of content on the site - no more out-of-date pages!

- An alternative is to build a blog structure which sits next to your current web site and provides a basic content management infrastructure for the blog portion of the site. The look and feel of the entire web site is adjusted to provide visitor continuity. Other Web 2.0 tools can be evaluated in the context of an overall strategy, and the role of using other web sites such as LinkedIn or Twitter versus investing in your own site can be assessed.

- If it aligns with your firm's ongoing strategy, I can work with you on more projects that involve a visible role as a "guest contributor" for your firm, including promotional hosted podcasts, guest web site columns, a presence in the company newsletter, etc. (Read an overview of our SAP Services offerings here.)

All of this work is done in conjunction with the overall strategy - to obtain more SAP clients, more SAP consultants, or to deepen relationships with existing clients and/or consultants.

Example of Strategic Delivery of CRM Consulting Practice
Following is an example of an SAP CRM recruitment strategy has been developing with a client:

1. Define Overall Strategy - Overall recruitment strategy is defined at the executive and recruiter level. The strategy has two goals:

A. Increase overall SAP market perception of the client as a premier source of SAP CRM-related consulting openings. (This is a longer term vision that can eventually be measured in terms of increased web traffic, resume submittal, and job placement.)

B. Increase SAP CRM placement activity by optimizing recruiting processes
(this will yield more immediate results depending on which aspects of the SAP recruiting process need to be optimized).

2. Prioritize Types of CRM Consultants to Target

It's crucial to do a quick prioritization exercise around the following questions:

Is it more important to build increased loyalty among the firm's existing CRM consultants and contacts or bring in new ones?

Are there roles for junior-level CRM consultants or is senior-level the only type of role available?

Are there any situations in which the firm can realistically train or cross-train other types of skill areas into SAP CRM? (This is something that can be emphasized in marketing if it is the case.)

What percentage, if any, of the firm's openings are filled by H-1 SAP consultants? And based on that percentage, does the firm have enough relationships with the best sources of H-1 CRM talent?

3. Create an action plan for all the short-term and, in some cases, longer term tactics that will be employed to realize firm's objectives in the SAP CRM recruitment area. This will ensure that all the recruitment tactics we pursue will serve the same objective. In addition, this means any projects JonERP either takes on or assists with will always be a part of an overall tactical plan that you can build on.

Once we have a tactical plan in place, we prioritize the projects will be leading up. We will start with projects that will yield the most immediate return, for example: are requirements being "pushed" into the CRM community as soon as they are received? We will make adjustments as we go, and we will define some benchmarks, such as increases in web traffic, increases in resume submittal, and increases in placement activity. Some of these will be longer term metrics, and some will be more immediate.

Each client relationship with will vary according to your needs, but hopefully this gives a good idea of how we integrate Web 2.0 tactics and practical next steps into an overall SAP recruitment and marketing strategy.

Bill rates are reasonable and depend on the scope and duration of the project. Estimates can be provided on a case-by-case basis.

To speak with me further about your project and how I might be of assistance, please call or email me.

And yes, I do pay referrals for those who introduce me to clients that result in successful projects. Contact me to discuss.

Jon Reed is an independent SAP analyst and SAP Mentor who blogs and podcasts on SAP consulting trends. Jon is the president of, an interactive web site that features his take on the changing SAP marketplace. Jon works with SAP services firms to optimize their online recruiting practices and develop a more effective "conversational marketing" approach. Jon is also the author of The SAP Consultant Handbook, and he is a regular contributor to PAC's "Feeding the SAP Ecosystem" analyst blog.



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