You're facing resistance from skeptical clients about IT changes. How can you persuade them of the benefits?

Navigating skepticism around IT changes from clients can be a challenge. Highlighting tangible benefits through clear, data-driven examples often helps in gaining their trust. Demonstrating how these changes align with long-term goals and improve efficiency can effectively persuade even the most skeptical clients. It's crucial to communicate the advantages in a way that resonates with their business objectives, fostering a collaborative approach to innovation.

Listen forward and backward, up and down. Try as much as possible to listen to what is happening within the company formally but with more attention to listen informally to what is said and what employees say regarding the management of technology in their processes. Visiting the operations center and seeing what their entry logistics process is like gives an first impression of how integrated technology is in a simple first welcome process, it is like using a thermometer.

Resistance from clients about IT changes is something all consultants have faced at some point. Start by actively listening to their concerns and acknowledging their viewpoints. Share real-world success stories and case studies that demonstrate the tangible benefits of the proposed changes. Break down the technical jargon and clearly explain how these changes can address their specific pain points and improve their business outcomes. Offer a phased implementation plan with KPIs to show measurable progress . Regularly communicate updates and be transparent about results. This approach builds trust and demonstrates the real value of IT changes.

Educate in the use of new technologies in other companies, I personally usually send, every 2 or 3 weeks, short high-impact cases and videos about it to their emails and WhatsApp so that they can see how progress is being made with the use of some technology in other clients. I ask a small question with alternatives to see if he learned or is hooked on the topic.

Provide cost benefit analysis and show how the transformation can be done in the form of a roadmap. Tailor it based on Client's pain points and KPIs that they would like to accomplish.

Check with other Clients where you have implemented similar success stories. Upon their agreement, present those as references for evaluation to the new Client

Using generative AI, I am making new scenarios of how critical processes would be improved if we used this or that technology, probably more impactful would be to use virtual reality to tune into your process and start dreaming together in the search for comprehensive solutions.

A critical point to generate trust and make them move from fear to action is to teach clients not only to manage change but also to lead change and see that they can do more with technology used properly but fully accompanied by us, the partners. strategic.

A critical part of pilots or proofs of concept is that the client has the stress of going to find additional budget that is not in the annual plan. For this, strategic partners have to risk a little more and temporarily assume that expense and assure the client that our solution does work in prototype mode and the potential is great when it will be scaled up.

When it comes to ROI, the client when seeing a number is not so sure of going ahead, unless he is a financial expert. However, in my experience I have seen that if we also show the intangibles that a project can generate, it makes the project stronger and the sponsor sees all the dimensions of profit and that not only the economic is the final decider.

As an expert in the use of new technologies for B2B businesses, we need to use more artificial intelligence tools that can show in virtual or simulated environments what that impact would be on the processes where clients have their improvement challenges. It is necessary to explore new fields of action, which I call a virtual on-site solution, where the client sees himself with the challenge already solved.