Enterprise Management Software - Doing Some Good

Do some good! This is what I ask of Enterprise Management Software (EMS) and its vendors. Is it possible? What good comes from an EMS? Is it good for business? Is it good for the vendor? Is it good for both? Read and decide.

My Photo
Location: Fairfax, Virgina

Thursday, May 28, 2009

Introducing Benjamin Breeland – the Blog Resume

This week I started the search for a new opportunity. I read somewhere that resumes were outdated and one should (or could) use a blog to introduce oneself to potential employers. Therefore, I decided to start my blog resume. Most resumes start with an objective statement. Here is my objective and an explanation – since this is a blog, I get the chance to explain myself.

Career Objective
Ben Breeland seeks an opportunity to listen, learn, lead, and lecture while doing some good for his customers, his company, and himself.

In the past 15+ years, I worked to provide technology solutions to companies. I considered myself an excellent IT consultant. I learned to listen to the customer, my sales team, and to corporate direction. I learned what I needed to do to satisfy the customer, the sales team, and my company. I led the customer to a solution that addressed the customer’s needs, that the sales team could sell, and that our company could support. I then provided additional consulting to address any questions and lectured (talked) all parties on the solution and its benefits to all. My customers purchased millions of dollars of software from the companies I helped.

I used the listen, learn, lead, and lecture concept throughout my career. It works well for presales but also works well when one manages others. A critical part of management is the feedback loop. When I managed a project or team, I started with a lecture or description of the tasks needed to meet certain objectives. I listened to the team and learned what worked and what did not work and led them to a direction that resulted in project success or improvement. The listen, learn, lead, and lecture provides me with a grounding for whatever I need to do – presales, consulting, managing, or completing tasks.

I think my objective alone is enough to secure a new job. What do you think? Would you hire me? Well more on my blog resume later – time to send some traditional resumes and make some calls.

Wednesday, May 27, 2009

From presales to sustainment – where the customer IS always right

A presales consultant has a clear goal – do what is necessary so that the sales pro closes the business. These tasks include gathering requirements, demonstrating solutions, and answering questions. There is a start, middle, and end to this process. Well it is not this way in sustainment. The customer (no longer a prospect) purchased the software and now wants to use it to accomplish the business goals discussed in the presales process. What if there were no goals? What if the customer bought the solution and wanted to find some problems for the solution to address? What would you do? I suggest whatever the customer asks – if you wish to keep your job and the contract. In a sustainment, the customer IS always right!