The Art of Selling The New Great Plains Dynamics ERP System to Your Users Not Just Your CFO

April 13, 2021

The Art of Selling The New Great Plains Dynamics ERP System to Your Users Not Just Your CFO

When implementing a new system, there will be some users that are resistant to change. So, when you budget for a Great Plains Dynamics ERP implementation, you have to calculate this into your planning.

I feel it is part of our job as a Partner to sell the system to the user that is struggling, just the way we sold the system to the CFO and the company as a whole. When we can show someone how much easier their job is going to be because of this change, usually this is all it takes to get them on board.

Remove Risk

For example, a user that is responsible for forecasting and reporting that works in Excel all day. They know that if they type one formula wrong, the whole company will be calling them to complain. We can show them that this risk is removed when the new system does the calculations automatically, flawlessly. That is a very real way that the system is going to make their life better.

Get to Core Issue

Another example that comes to mind is one of our Microsoft Great Plains clients that had a person on staff that spent eight hours a week building a dashboard report in Excel. Our Microsoft Great Plains Dynamics consultant reported that he opposed the new system because he was worried that it would make his job obsolete. Once the core concern was identified, and management assured him that there were plenty of other jobs for him to do when this report was automated, he was supportive. Identifying his issue and having the support of management was key.

Find Ways to Automate

Automation makes people happy. When you can reduce the number of steps it takes to do a task, or eliminate a task altogether, it's very hard to find someone who is unhappy about that. If your users are struggling, find ways to automate. In Microsoft Great Plains Dynamics, there are many ways for GP consultant to easily add automation and efficiency.

The key is to help users to see how the new ERP system will make their daily lives easier.

At Dexpro Dynamics, a go to GP partner, we spend a lot of time upfront on planning and strategy. When end users see that, they feel more confident that the project will be successful and it is easier to get their support. Partners that rush make users feel uncomfortable.

Getting your users to feel comfortable with change, and embrace the new ERP system is an art.

Get more tips in the eBook: “19 Brilliant Ways to Promote ERP User Adoption.”

Download eBook

If you are evaluating ERP systems, let’s start a conversation. If you use Microsoft Dynamics GP, I invite you to take advantage of a free 30-minute consultation about your current setup.

You will never get a sales pitch, just honest answers, from the actual people who are responsible for delivering the results.

By Marlena Stark, Dexpro Dynamics, www.dexprodynamics.com

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