Shane Anastasi speaks at 2018 Kimble Users Conference in Boston

The face of technology’s customer is changing. And today’s consultants are quickly realizing that existing scrum project techniques don’t work with the modern customer. So how can scrum users stay competitive without tossing resource management out the virtual window?

Speakers at the 2018 Kimble Users Conference in Boston discussed the future of scrum and its role in project management. Shane Anastasi—author, founder of PS Principles, former CEO of CirrusOne, and now a leading consultant at Simplus—was the final speaker at the event. And his formula for becoming one of the leading consultants in Quote-to-Cash consulting for both Oracle and Salesforce (as mapped out in his book, The Seven Principles of Professional Services) boils down to three main points:


1. Consultants should be proactive in engagements rather than reactive.

A wise man once said that we should hope for the best but plan for the worst. By taking a proactive approach to projects, consultants should strive to create the ideal automated setting for clients while anticipating potential trouble spots in the application. “The true opponents in a professional services engagement are the project plan and the customer’s expected outcomes,” says Anastasi. “These adversaries possess an array of individual threats that must be contained and outplayed if success is to be achieved.”


2. Consultants should promote expertise.

In other words, the customer should never lead the project. Consultants are hired to exercise their expertise, not rely on the guidance of the customer. “As soon as a customer takes control, the consultant is no longer effective,” says Anastasi. He believes that the professional services team must step into the role of the project’s captain and orchestrate the game plan across the entire engagement. The game plan must include utilizing the customer’s strengths and nullifying weaknesses. It’s certainly important to understand the customer’s goals, but the process of facilitating a strategy to realize those goals is the consultant’s job.


3. Businesses should design a clear career path for consultants.

To use a football analogy, a game plan is ineffective if it is not carried in the hearts and minds of the players. “If there is no belief in the game plan, then it will not be executed in the field,” says Anastasi. The outcome? The lack of a clear career path means consultants will fall back on other habits that could be inappropriate for the given situation. 


This is an exciting time for technology. And the Simplus scrum methodology is ready to define customer challenges by offering solutions to complex problems. Call us! We can help streamline your work processes by offering the latest in Salesforce Quote-to-Cash automation. We are Simplus: Success Simplified.

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