Oz Fretz, B2B Workforce Sales Team Executive Sponsor, on the B2B Difference, and How You Can Set Yourself Apart from the Pack as a Consultant. We recently had the opportunity to sit down with Oz Fretz who has joined the B2B Workforce Sales Team as an Executive Sponsor. Oz comes to us following a 31 year career with PricewaterhouseCoopers and IBM, where B2B staffed a major SAP implementation he was working on. During our chat, Oz shared his thoughts on the state of the ERP consulting marketplace, and how B2B Workforce is making a difference in that market. As a veteran of the consulting profession, Oz has developed a unique perspective on providing excellent service to the client. He shared his views on how applying a bit of old-fashioned work ethic in today's changing consulting market can help set you apart from your contemporaries. B2B- What does your role here at B2B entail? Oz- My role is to support Julie Semler, National Account Manager, in the growth of the IBM account and assist Brad Elster, VP of Sales, and Tim Shearer, CEO, in effectively cross-selling B2B's services as well as those of our sister company, SAPPHIRE. B2B- How do you find B2B now that you are part of the team versus being a client? Oz- I was pleasantly surprised to find that B2B is a terrific company with a first rate reputation whose folks are a lot smarter than I ever expected, and a lot younger too! B2B- How do you find B2B's ability to fill our client's needs? Oz- Over the past few months I've been involved with 4 or 5 significant opportunities at IBM. In every case B2B has responded promptly and aggressively with very competent professionals, and that makes a sales person's job a lot easier! We really can deliver the consultants in ways that very few people can. B2B- What do you see as market trends and skill sets that are the most valuable for our consultants to have? Oz- From where I sit, I see companies continuing to leverage their ERP investments. The next wave of spending is likely to be peripheral to core ERP modules in areas such as CRM, BI, and SRM (Supplier Relationship Management). B2B- Any hot industries that you see right now, from your perspective? Oz- The industrial sector seems to be weathering the economic downturn the best. Retail and CPG (Consumer Packaged Goods) don't seem to be doing as well, and Financial Services seems to struggle the most right now. B2B- What is the most important thing a consultant can bring to their client? Oz- What I try to do is this: I ask myself all the time, "Is what I'm doing helping B2B be a better company?" A lot of time you get lost in the weeds with insignificant tasks. Everyone should do this, not just consultants, but particularly consultants because they are hired to fill a very specific need. All consultants need to give themselves a litmus test by asking themselves, "Is what I'm doing helping my client be a better company?" If the answer is NO you need to get out, if the answer is I DON'T KNOW then you need to stop and figure out the answer. When you are asked to do something you need to make sure it helps the company's overall goals. B2B- What can consultants do to differentiate themselves to the client? Oz- From my perspective, consultants need to be committed to the work. As a consultant you should be both dedicated to your client's success and committed to the work you are doing. Work/Life Balance can not be the first thing off your tongue when you are meeting with a new client. Granted, during the time I did consulting work, it was standard to arrive at the client site on Sunday night and leave only after a full day of work on Friday. Working from home was not something that was done at that time. So, my ideas on this subject may be a little out-dated, but I do think that you stand out in a client's eyes when you have a strong commitment to making the client's business better and also a commitment to the client itself. B2B- If you could start your consulting career over, what would you do? Oz- At my age, the thought terrifies me! Once I got over the fear, I would say I would definitely be in the IT business, and ERP is the place to be in the IT business. I would work hard to understand the business part of the business. A good ERP consultant ought to understand their client's business and gain industry expertise in the accounts they are working in. Bio Oz Fretz graduated from the Naval Academy and spent six years serving in the US Marine Corps. He joined PriceWaterhouse in 1976 and was admitted to the partnership in 1985. After IBM bought PriceWaterhouseCoopers in 2002, Oz spent the last 6 years at IBM and retired in 2007. Oz served as a Management Consultant with a focus on systems analysis which included developing and implementing Financial, Supply Chain and Human Resource systems in industries such as Consumer products, Financial Services, Industrial and Federal. He served as project manager and project partner for global SAP implementations at Westinghouse, WR Grace, Pratt and Whitney, and others.