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BPM from a Business Point of View

Scott Cleveland

Best Practices - Are They?

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Years ago, I worked for a company that created software with the ability to manage business processes.  We were one of the first companies that could provide business process management [BPM], so we were trail blazing.

One of our marketing guys thought we should sell preconfigured solutions.  We would be suggesting best practices.  His thoughts - if Hughes Aircraft managed their process one way, then that way would work for Boeing or McDonnell Douglas or whoever else.

I was the sales representative calling on all of these aerospace companies.  I was very involved [early] in how Hughes planned on using the software.  When I visited the next aerospace company, my thought was that I knew how to solve their problem because it would be like Hughes. 

I quickly learned that I was wrong...

I was successful because I would listen to each and every prospect and help them arrive at a solution that fit their company. 

  - I learned that even though the problems were similar, their solutions would be different. 

  - I learned that adding specific people to a process makes it different than the others.

  - I learned that you must understand and document your process so that you can configure your BPM software to function properly.

Based on my experience - I would say that a 'best practice' for a specific company starts with knowing the process, knowing the people within the process and then determining how to configure a process that functions the best with those parameters.

Scott Cleveland blogs about BPM from a business point of view.

Scott Cleveland

Scott Cleveland is a technical, innovative and creative marketing manager with more than 25 years of experience in marketing, marketing management, sales, sales management and business process consulting aimed at high-tech companies. His areas of expertise include: product marketing, solutions marketing, solution selling, sales maangement, business process management, business process improvement and process optimization. Reach him at RScottCleveland[at]gmail.com.


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