From Setback to Success: Cognizant and Ferring's SAP Journey

Nimesh Mistry

Welcome, everyone, to this special episode of our podcast! I'm Nimesh Mistry, and today we're diving into the incredible journey of Cognizant and Ferring's SAP transformation. We'll explore how we turned an initial setback into a $27 million deal. Maria, it's great to have you here to guide us through this story.

Maria

Hi, Nimesh! I'm excited to be here. Let's start at the beginning. Can you tell us about the initial RFP from Ferring and why Cognizant didn't win the S/4 template creation project?

Nimesh Mistry

Absolutely, Maria. In 2020, Ferring approached Cognizant with an RFP for a significant SAP S/4 transition. We had a strong proposal, but Ferring chose a boutique consulting company for the S/4 template creation. It was a tough pill to swallow, but we didn't let it discourage us. Instead, we focused on building a positive relationship with Ferring and showcasing our capabilities in other areas.

Maria

Hmm, that must have been a tough moment. How did you maintain a positive relationship despite the setback?

Nimesh Mistry

We remained professional and continued to engage with Ferring. We found another opportunity when they requested our testing capabilities for the OneERP program. Our team, led by Rachid Mittal, started testing and quickly proved our value. It wasn't easy, and we faced some challenges, but we persevered and built a strong reputation over 1.5 years.

Maria

That's impressive. Can you share some of the specific challenges you faced during the testing phase and how you overcame them?

Nimesh Mistry

Sure. One of the main challenges was the steep learning curve. Ferring had a very specific set of requirements, and we had to quickly adapt to their environment. We also faced some initial resistance and skepticism, but our team's dedication and expertise paid off. We found bugs and issues that others had missed, which really earned us their trust.

Maria

Wow, that's a great example of persistence and quality work. Moving on, can you tell us about the decision to build the SAP team in Portugal and the challenges that came with it?

Nimesh Mistry

Certainly. Ferring decided to make Portugal the SAP hub for their new system, and they needed a strong local team. The challenge for us was the lack of an onsite presence. Our Offshore Delivery Organisation, led by Preethy Shaji and Gukan Sivaprakasam, along with our onsite team in Spain and Portugal, took on this challenge. We had to cherry-pick the best candidates and build a team from scratch. It was a time-consuming process, but we were successful in finding the right people.

Maria

That sounds like a lot of work. How did you ensure that the team was not only skilled but also aligned with Ferring's culture?

Nimesh Mistry

We focused on both technical skills and cultural fit. We worked closely with Fusion Consulting, a SAP LifeScience Partner with a strong team in Portugal. They helped us identify candidates who not only had the right expertise but also aligned with Ferring's values and work style. This collaboration was crucial in building a cohesive and effective team.

Maria

Collaboration seems to have played a significant role in your success. Can you tell us more about the negotiations and internal processes that led to the $27 million deal?

Nimesh Mistry

Absolutely. The negotiations were intense and involved several hard discussions about rates and expectations. We had to navigate through complex internal processes and restrictions from Ferring. Our team, including myself, Razvan Buzgau, Parisa Noorishad, and Manfred Oppitz, worked tirelessly to align our proposal with Ferring's needs. It was a challenging process, but our clear, consistent, and strategic communication ultimately won them over.

Maria

That must have been a relief to finally close the deal. What are the key lessons you learned from this journey?

Nimesh Mistry

The journey taught us several valuable lessons. First, persistence is paramount. Despite the initial setback, we stayed positive and kept showing our value. Second, flexibility and adaptability are crucial. We quickly assembled a capable team, both onsite and offshore, to meet Ferring's needs. Third, collaboration and partnership are vital. Working with partners like Fusion Consulting and Decskill allowed us to leverage additional expertise. Lastly, effective communication and negotiation skills are essential. Navigating through complex discussions required clear and strategic communication.

Maria

Those are powerful lessons. Can you share more about the team's contributions and how the management supported this success?

Nimesh Mistry

Of course. The team was well-balanced and diverse, with a mix of creative, conservative, economic, emotional, and ambitious discussions. Special thanks to Razvan Buzgau for his fantastic work on the ground and Parisa Noorishad for bringing creativity to the table. We also had great support from our management team, including Prashant Swadi and Manish Sakhuja, who provided the necessary resources and guidance to make this big deal happen.

Maria

It's clear that the team's hard work and the management's support were crucial. Lastly, how do you see this success impacting Cognizant's future projects and relationships with clients like Ferring?

Nimesh Mistry

This success has had a profound impact. It has solidified our reputation as a trusted and capable partner in the SAP ecosystem. It has opened doors to new opportunities and strengthened our relationship with Ferring. We've learned the importance of resilience, teamwork, and strategic planning, which will undoubtedly benefit us in future projects and client relationships.

Maria

That's a fantastic note to end on, Nimesh. Thank you so much for sharing this incredible journey with us. It's been a pleasure chatting with you today.

Nimesh Mistry

Thank you, Maria. It's been a great conversation. We look forward to more successes and sharing more stories like this with our audience. Stay tuned for more exciting episodes!