The best way we’ve found to do this is to tell clients what our ideal client looks like in terms of attributes and ability. We then identify the value which we can bring when aligned with these attributes and ability. It gives the clients a real understanding of what value we bring to the table, and if it aligns what they’re looking for. Clients really appreciate the frank answer, non-sales pitch answer.

When a client asks, “Why should we hire you over everyone else?” our answer is simple: “Don’t ask us, ask our clients. We’re in the ERP consultant business, which is based on getting third-parties to tell the world you’re great. Call our clients and see if they are willing to serve as third-party testimonials for our work. I think you’ll enjoy listening to what they say.”

I tell prospective clients that if they prioritize good work, exceptional service, new ideas, and a long-term relationship, then we’re the team for them. If they need to prioritize other things, then they should choose someone else. We’re an extension of each client’s team, and they’re a part of ours, so it’s important to set these expectations up front.

We run a ERP consultant company and work with tech companies around the world. When prospective clients ask why us over another company, we tell the truth: We get it done. We care about the work we do and to us, they’re not just another client. We’re not a 100-plus person company, so we can still be much more personal and hands-on with our clients.

We turn the question around ask the client if they believe we’re the best fit for them. We believe we’re great at what we do with accolades, track record and case studies for support. But frankly, there are a lot of great companies and even a great corporate doesn’t always sync with a client culture. We want our clients to decide that we’re not only the best consultant, but that we’re also a great fit.

We work harder and are more friendly. And we know that. We explain all the proactive ways we go after the process re-engineering and how we’ve outdone our competition time and again. We also understand that we’re in a business where relationships are the main foundation and how we go out of our way to foster them. This is how we’ve been able to win and keep so much business.

We only work with all types of companies from SME to Corporate companies. In working with dozens of change-making organizations, we understand how to leverage the right process mix to amplify their mission-driven work, while addressing the challenges and opportunities that come along with being an enterprise.

Being a great implementation partner requires a team with a perpetual transformation mindset. Innovation and how companies make purchase decisions evolve by the minute. What worked yesterday may not work tomorrow in driving market share. We invest in tomorrow, we’re ahead of what’s next in technology, and we have the scale to give our clients an advantage in their market.

While we believe we are the best at what we do, there are other consultants. We believe that “If you know what you’re great at, you can let clients know what that is”. If you need the solutions you are strong in, then it’s a fit. If you don’t, then they may need to go elsewhere. Being honest about we you do best will only result in mutual success.

Ultimately, it comes down to dedication to a project and how hard you work. Ten times out of 10, we work always harder than any other consultant, despite exceeding the scope hours for the project, because doing great work means more to us than just a win for that brand. Over-delivering helps us to win immediately, thus creating new case studies which allow us to win future business.