A seasoned consultant with a wealth of experience in business process transformation and ERP systems, Sho Muraki has dedicated his career to optimising business operations across various industries. After graduating from Keio University, Sho began his career at ABeam Consulting Ltd., where he successfully led projects focused on business standardisation and global implementation in the manufacturing sector. He later joined EY Strategy and Consulting before moving to Anfini Inc. in 2022, where he currently heads the SAP business.
At Anfini, a multifaceted consulting firm which also specialises in education and media, Sho not only consults on technological solutions for business process transformation but also oversees initiatives like SAP Consult Media and SAP Consult Labo. These platforms provide valuable insights and training for SAP professionals, ensuring that both individuals and corporations stay informed and skilled in the ever-evolving SAP landscape.
In an interview with Business Frontier, Sho discusses his journey and strategies as an SAP Consultant and Chief Sales Officer, focusing on effective implementations, team motivation, leveraging technology, competitive differentiation, and work-life balance.
Q. How did your early experiences influence your approach to consulting and sales?
My first job was at a major consulting firm in Japan where I gained experience in multiple SAP implementation projects. This laid the foundation for my current work as an SAP consultant and salesperson.
I have always had doubts about the inefficient SAP implementation methods and purpose-driven SAP projects that I observed in large firms. Hence, I now focus on proposals and consulting that contribute to corporate management through effective SAP implementations. Recently, I have also been challenging myself with management agendas beyond just SAP implementation, such as supporting data-driven management using SAP, which has allowed me to expand my own area of expertise.
Q. As the Chief Sales Officer of Anfini Inc., how do you foster a culture of motivation and accountability within your sales team?
Most of our sales team is in its early twenties. While they possess energy and a ‘can-do’ attitude, they sometimes lack basic industry knowledge and experience. However, rather than focusing on their weaknesses, I prioritise recognising each member’s strengths. I strive to create an environment where everyone enjoys their sales work and feels a sense of purpose in what they do.
In particular, I encourage open discussions about how we can maintain a positive improvement cycle, rather than blaming anyone for failures. I make it a point to actively celebrate the efforts and challenges they undertake.
Q. What role does technology play in your sales processes, and how do you leverage it?
Our company engages in media marketing, which was originally my idea and plays a crucial role in our sales processes. We actively share information related to SAP and our company’s features through owned media, including blogs, webinars, and social media channels. This strategy not only helps us increase our recognition among a broader audience but also positions us as thought leaders in the SAP space.
By providing valuable content, we engage potential clients and build trust before they even reach out. Additionally, we utilise data analytics to track engagement and refine our messaging, ensuring that we address the specific needs and pain points of our target audience. This approach allows us to create personalised outreach strategies, ultimately driving higher conversion rates and fostering long-term relationships with clients.
Q. What strategies do you employ to stay ahead of competitors in the consulting and SAP space?
Most of our competitors concentrate solely on consulting services. But we constantly focus on the synergy between consulting and our own businesses, such as education and media. By engaging in our own business activities, we have successfully acquired clients through channels beyond just our consulting services. This diversified approach allows us to offer comprehensive solutions tailored to client needs.
Additionally, we feed insights and knowledge gained from our consulting work back into our own business initiatives, enhancing the value we provide. We also emphasise continuous learning and adaptation, ensuring that our strategies evolve alongside market trends and client demands, keeping us competitive in a dynamic landscape. This dual approach of running both consulting services and our own business is our unique strategy.
Q. What has been the most rewarding aspect of your role at Anfini so far?
As the sales officer and the head of the SAP business, I find it rewarding to lead the overall business development and expansion of our SAP initiatives. Recently, we have received requests to speak from various companies and SAP itself, which makes me feel proud that our relatively young company is gaining significant attention and recognition.
This acknowledgment not only reflects our hard work but also validates our innovative approach to SAP consulting. It’s exciting to see how our efforts are resonating with the industry, and it motivates me to continue pushing boundaries. I’m also focused on fostering partnerships that will enhance our service offerings and further elevate our brand. By sharing our insights and success stories, we aim to inspire other businesses to leverage SAP effectively, driving collective growth within the ecosystem.
Q. What are your professional and personal goals for the coming year?
In the coming year, I aim to expand the business scale of both our consulting services and our own initiatives, focusing on enhancing our market presence and reaching a wider audience. I believe that by integrating our consulting expertise with our educational and media offerings, we can create a comprehensive ecosystem that adds value for our clients.
Additionally, I aspire to achieve recognition for our efforts in the SAP business, such as winning SAP-related awards. This recognition will not only validate our hard work but also strengthen our reputation in the industry. Ultimately, my goal is to foster innovation and excellence within our team, ensuring that we continuously adapt to market changes while delivering top-notch solutions.
Q: How do you maintain a work-life balance, especially given the demands of your position?
Currently, I don’t have any hobbies outside of work. Of course, I refresh myself on days off by enjoying activities like going to the sauna or dining out, but I often find myself thinking about work even then. However, since my well-being is essential, I make it a point to have relaxed work sessions over meals with my colleagues, creating an environment where I can approach work in a more relaxed state. I also practice mindfulness techniques to help clear my mind and focus on the present. It’s difficult to stay constantly alert, so I try to prioritise relaxation and recharge my energy as much as possible during my time off. This balance allows me to maintain productivity without feeling overwhelmed.
