From Loss to $27 Million: The Cognizant and Ferring Journey

Nimesh Mistry

Welcome, everyone, to another thrilling episode of our podcast. I'm Nimesh Mistry, Client Partner at Ferring, and today we're joined by Maria, our fantastic host. We're going to dive into an incredible journey of resilience and success. Maria, can you set the stage for us?

Maria

Absolutely, Nimesh! In 2020, Cognizant received an RFP from Ferring, a new client transitioning from Oracle/Microsoft Navision to SAP S/4. Despite a strong proposal, they initially lost the deal to a boutique consulting company. But, as we all know, the story doesn't end there. Can you tell us more about that initial setback and how Cognizant responded?

Nimesh Mistry

Certainly, Maria. When we lost the initial deal, it was a tough pill to swallow. But instead of giving up, we decided to focus on building a strong relationship with Ferring. They had a positive impression of us, so we leveraged that by offering our testing capabilities for the OneERP program. This was a critical pivot that allowed us to stay in the game and prove our value. Testing isn't easy, and we faced some challenges, but we persevered and learned a lot along the way. Rachid Mittal, our testing lead, played a crucial role in steering this workstream in the right direction. What do you think about the importance of persistence in business, Maria?

Maria

Persistence is absolutely vital, Nimesh. It's like planting a seed and nurturing it until it grows. In this case, Cognizant's persistence paid off. Can you share some specific examples of the learning curves you faced during the testing phase? I think our listeners would love to hear about the real-world challenges you encountered.

Nimesh Mistry

Sure, Maria. One of the biggest challenges was the steep learning curve, especially in a regulated industry. We had to quickly adapt to Ferring's unique requirements and ensure that our testing processes met the highest standards. We encountered a few thunderstorms, but our team was resilient. We focused on continuous improvement and built a stellar reputation over 1.5 years. By the end, we had a team of 19 testers and 3 trainers, driving automation to a high maturity level. It was a testament to our commitment and expertise. How do you think such challenges can be turned into opportunities, Maria?

Maria

That's a great question, Nimesh. Turning challenges into opportunities often involves a combination of adaptability and innovation. For instance, the challenges you faced in testing pushed your team to develop new strategies and tools. Now, let's talk about building the SAP team in Portugal. How did you approach this challenge, and what were some of the key steps you took?

Nimesh Mistry

Building the SAP team in Portugal was a significant undertaking. We started with cherry-picking the best candidates and then partnered with Fusion Consulting, a strong SAP LifeScience Partner. This collaboration was crucial because it allowed us to leverage additional expertise and resources. We began with one resource in Q4-2021 and rapidly expanded to nearly 50 consultants by the end of 2024. It was a time-consuming but very successful process. The trust Ferring placed in us was a driving force. How do you think partnerships like these can enhance project success, Maria?

Maria

Partnerships are incredibly important, Nimesh. They bring together diverse skills and perspectives, making the team more robust. Now, let's talk about the negotiations. How did you navigate the complex discussions about rates and expectations, and what were some of the key strategies you used?

Nimesh Mistry

Navigating those negotiations was a delicate process. We had to be strategic, clear, and consistent in our communication. We focused on building a strong relationship with Ferring and understanding their needs. This allowed us to find common ground and overcome hurdles. It was a team effort, with contributions from our management, our team, and our partners. Effective communication was key. What do you think about the importance of clear communication in business, Maria?

Maria

Clear communication is essential, Nimesh. It ensures that everyone is on the same page and helps build trust. Moving on, can you tell us about the big win, the $27 million deal? How did you feel when you finally secured it, and what does it mean for Cognizant and Ferring?

Nimesh Mistry

Securing the $27 million deal was a moment of immense pride and relief. It was a culmination of years of hard work and dedication. This deal involves a global roll-out program between 2024 and 2027, with over 100 SAP consultants. It's a testament to the strong partnership we've built with Ferring and the trust they have in us. We're excited about the future and the opportunities this deal brings. Maria, what do you think about the impact of such a significant win on a company's trajectory?

Maria

A win like this can have a profound impact, Nimesh. It not only boosts morale but also opens new doors for future projects and collaborations. Now, let's talk about the global roll-out and future plans. What are some of the key objectives and strategies for this phase of the project?

Nimesh Mistry

The global roll-out is a critical phase, and we're planning to build an AMS Team to seamlessly take over tickets after the local hyper care-phases. Our focus is on ensuring a smooth transition and maintaining the high standards we've set. It's a challenging but exciting time, and we're fully committed to delivering the best results for Ferring. Maria, what are your thoughts on the importance of strategic planning in such large-scale projects?

Maria

Strategic planning is crucial, Nimesh. It helps ensure that all aspects of the project are well-coordinated and that potential issues are addressed proactively. Finally, can you share some of the key lessons learned from this journey, and how they can be applied to future projects?

Nimesh Mistry

Absolutely, Maria. The key lessons are persistence, flexibility, collaboration, and effective communication. Persistence kept us in the game, flexibility allowed us to adapt to changing circumstances, collaboration brought in additional expertise, and communication ensured clarity and trust. These lessons are invaluable and will guide us in future projects. What do you think about the role of teamwork in achieving such success, Maria?

Maria

Teamwork is the backbone of success, Nimesh. It brings together diverse skills and perspectives, driving innovation and excellence. Lastly, I'd like to thank the entire team for their hard work and dedication. Nimesh, do you have any final words for our listeners?

Nimesh Mistry

Thank you, Maria, for joining me on this journey. I want to extend a big thank you to our management team, including Prashant Swadi, Manish Sakhuja, and all our consultants. This deal wouldn't have been possible without their incredible contributions. We're looking forward to more exciting projects and continued success with Ferring. Thanks for tuning in, everyone!