From Loss to $27M: The Ferring and Cognizant Success Story

Jenny

Welcome, everyone, to this exciting episode of our podcast! Today is with us Nimesh Mistry, Client Partner at Cognizant, and our host Maria. We're going to take a deep dive into the incredible journey of Cognizant and Ferring, from an initial setback to a $27 million deal. It's a story of persistence, adaptability, and collaboration. Maria, let’s get started!

Maria

Thanks, Jenny for your introduction! I’m really excited to explore this success story. So, let’s start at the beginning. Nimesh, can you tell us about the initial setback and how Cognizant managed to turn things around with Ferring?

Nimesh Mistry

Absolutely, Maria. In 2020, we received an RFP from Ferring, a new client for Cognizant. They were transitioning from Oracle and Microsoft Navision to SAP S/4, a significant change. We worked hard on our proposal, but despite our best efforts, Ferring chose a boutique consulting company for the S/4 template creation. It was a tough pill to swallow, but we didn't give up. We knew there was still potential in this relationship.

Maria

That must have been a tough moment. What did Cognizant do to keep Ferring interested and engaged after that initial loss?

Nimesh Mistry

We focused on building a strong relationship and showcasing our capabilities. Ferring had a positive impression of Cognizant, so they requested our testing capabilities for their OneERP program. We dove right in, and over 1.5 years, our testing lead, Rachid Mittal, steered this workstream to success. We faced steep learning curves, but our persistence paid off. Our testing team of 19 testers and 3 trainers now drives high-maturity testing automation in a regulated industry.

Maria

That’s impressive! Can you give us a specific example of how your testing capabilities made a difference for Ferring?

Nimesh Mistry

Sure! One key example was when we identified a critical issues in the early stages of the OneERP program. This technical and functional issues could have caused significant issues in the production environment, but our team caught it early, saving Ferring time and resources. This level of diligence and expertise really solidified Ferring's trust in us.

Maria

That’s a great example. Moving on, how did Cognizant build the SAP team for Ferring, especially with the challenge of not having an onsite team?

Nimesh Mistry

It was a strategic and time-consuming process. We started by cherry-picking the best resources for Ferring, focusing on finding the right people with the required skills. Our Offshore Delivery Organisation, led by Preethy Shaji and Gukan Sivaprakasam, worked closely with our onsite teams in Spain and Portugal, including Maricarmen, Carolina, and Mafalda. We also partnered with Fusion Consulting in Portugal, a SAP LifeScience Partner with a strong team. This collaboration allowed us to build a robust SAP core team, which grew to nearly 50 consultants by the end of 2024.

Maria

Building a team from scratch is no small feat. How did you ensure that the team remained cohesive and effective, especially with the added challenge of remote collaboration?

Nimesh Mistry

Communication and collaboration were key. We held regular check-ins, virtual team-building activities, and transparent project management. Our team, including Nimesh Mistry, Razvan Buzgau, Parisa Noorishad, and Manfred Oppitz, worked tirelessly to maintain a strong team dynamic. We also leveraged agile methodologies to stay flexible and responsive to Ferring’s needs. This approach helped us overcome the challenges of remote work and build a highly effective team.

Maria

That’s fantastic. Can you tell us about the key partnerships that played a role in this success story?

Nimesh Mistry

Absolutely. Our partnership with Fusion Consulting in Portugal was crucial. They provided additional expertise and resources, which were essential for the project’s success. In 2023, Decskill joined us as another trusted partner, further strengthening our team. These collaborations allowed us to bring in the best talent and expertise, ensuring that we met Ferring’s high standards.

Maria

It’s clear that these partnerships were vital. What were some of the biggest challenges you faced during the negotiations and how did you overcome them?

Nimesh Mistry

The negotiations were indeed challenging. Ferring had specific restrictions and high expectations, which required clear, consistent, and strategic communication. We had several hard discussions about rates and expectations, but our team, led by Razvan, Parisa, Manfred, and myself navigated these discussions with patience and professionalism. We were able to find common ground and align our goals, ultimately leading to the $27 million deal.

Maria

That’s a remarkable achievement. What are some of the key lessons you learned throughout this journey?

Nimesh Mistry

We learned that persistence is paramount. Despite the initial setback, maintaining a positive relationship and continuously showcasing our capabilities opened new doors. Flexibility and adaptability were also crucial. The ability to quickly assemble a capable team, both onsite and offshore, demonstrated our agility. Collaboration and partnership were vital, and effective communication and negotiation skills were essential. These lessons underscore the importance of resilience, teamwork, and strategic planning in achieving long-term success.

Maria

Those are valuable lessons indeed. Can you tell us about the $27 million deal and what it means for Cognizant and Ferring?

Nimesh Mistry

The $27 million deal is a testament to the hard work and dedication of our team. It involves a global roll-out program between 2024 and 2027, with more than 100 SAP consultants. This deal not only solidifies our relationship with Ferring but also positions us as a trusted partner for their long-term success. It’s a significant milestone that we are all very proud of.

Maria

That’s an incredible achievement. What does the future look like for this partnership? How will Cognizant support Ferring’s global roll-outs?

Nimesh Mistry

We’re excited about the future. Ferring’s global roll-outs are planned to end in 2027, and Cognizant will build an AMS Team to seamlessly take over tickets after the local hyper care-phases. This will ensure continuous support and smooth operations. We’re committed to Ferring’s success and are ready to tackle any challenges that come our way.

Maria

It’s clear that Cognizant’s balanced team dynamics played a significant role in this success. Can you share more about how your team’s diverse strengths contributed to the project’s success?

Nimesh Mistry

Absolutely. Our team was a mix of creative, conservative, economic, emotional, and ambitious individuals. This diversity allowed us to approach problems from multiple angles and find the best solutions. Creative minds brought innovative ideas, while conservative thinkers ensured we stayed grounded. Economic insights helped us manage resources effectively, emotional intelligence fostered strong relationships, and ambition drove us to exceed expectations. This balanced approach was key to our success.

Maria

That’s a wonderful way to wrap it up, Nimesh. Thank you for sharing this incredible journey with us. It’s a true testament to what can be achieved with persistence, adaptability, and collaboration. Listeners, if you want to learn more about Cognizant and Ferring’s success story, be sure to check out our website for more details. Until next time, stay tuned for more exciting stories and insights!