Tim’s Weblog

Regardless if it is my parents, a potential client, or a co-worker, I am commonly asked “What is a Senior Systems Engineer”?  Most simply put, it is a pre-sales consultant.  I speak with my audience before performing a demonstration in order to get an idea of what the potential client finds value in and how they run their business?  Why show the Marketing components of the software if there is no perceived need?  Why show how the system would handle a time and material type job if the firm only performs fee based work?  Why spend time on an integrated project planning system when there is already a home grown system in place or no initiatives to change current processes?  I need to have a general understanding of how the company business works, what are the trends, and what functionality of the application in order to really solve business issues.  This is where I need to do my homework, as well as ask questions of the client.  There is also a component of educating the client – the Deltek Vision application is very powerful and may provide functionality that they never even thought of.  Just like you would never know all the functionality of a new cell phone unless you read the 200 page owner’s manual, you would never know how to apply the functionality of a new software package unless you spoke to a Systems Engineer.

After the discovery conversation is had and the homework is done, it is show time – literally.  Either an onsite or a web meeting is scheduled to show a potential client how the application could handle perform or deliver what it is they value.  It is best to present to principals or owners of a firm because they tend to value insight into their firm, integration of multiple systems, and information delivery, as opposed to an Accounts Payable Clerk valuing an easy Accounts Payable system.  Do not get me wrong, the AP clerk shouldn’t be left out in the cold, but a big picture audience is ideal.

While making the presentation, I want to make sure that my proposed solution would be a good fit.  I want happy clients that will provide good references.  It is a small world out there, the decision maker or influencer in today’s meeting may be employed at another firm tomorrow.  I never want to leave a bad taste in anyone’s mouth.  More than once I have been able to cut a discovery call short knowing right away we were not going to be a good fit, and it would be better if we did not take up any more of a client’s time.  People appreciate that kind of blunt honesty in a sales situation.  First presentations are usually high level, with follow up meetings focusing on specific areas of the application where there are additional questions or concerns.  My job is not done until the potential client is comfortable that the application would be able to meet their needs and provide significantly more value than cost.

From here, the sales associate will put together a pricing sheet to the client.  A good one is always broken down by the various pieces of the application in order for the firm to make business decisions on value vs. cost.  Any software package is a major investment that has costs in hardware, consulting, training, ongoing maintenance, and internal costs of labor also need to be considered. 

What do I really enjoy about the job?  I love having the opportunity to move from company to company and meet so many new people and learning how they run their businesses.  I get to work in a team environment, be it with my Sales Associate who talks the business side as well as my potential client champion who gives me the information I need to succeed.  I love not having to talk money, but instead concentrating on showing value and allowing the client to decide.  Last but not least, I believe in my product.  The application is a great solution for any company that sells hours as opposed to widgets.  It is not the end all be all for a business, and there are some other applications or in house developed applications that work better for some firms (if you have the dollars to buy them), but it is definitely a product I would invest in if I was starting by own business tomorrow.

To finish the thought, A Senior System Engineer is some one who has been System Engineering for a while…