Blog // United VARs

The United VARs Academy is a week-long, in-person enablement program designed for consultants and project managers working at United VARs member companies. It helps participants to acquire and develop the skills and confidence to excel in international SAP projects.

The shift created by cloud-based solutions has changed what SAP talent needs to succeed. The human side of project management has become as important as the technical.

Manuel Lopez, founder of Liquid School and facilitator of the United VARs Academy, has spent years helping consultants navigate this transformation. After 18 years at SAP, where he served as Global Director of the SAP Partner Business School, Manuel founded Liquid School in 2018 to focus exclusively on what he calls "experiential consulting”.

"Cloud computing changed everything," Manuel explains. "In the past, we customized solutions for each customer. Now the cloud solution is essentially fixed, and consultants need to help customers adapt their processes to fit that solution. This is a huge shift, but many SAP consulting companies haven't adjusted their approach because old habits are hard to break."

Why Relationships Matter in SAP Projects

Manuel emphasizes that successful SAP implementations depend on understanding the human dynamics at play. "In any business meeting, everything you need to know is contained in the interaction happening right now," he explains. "The problem is when we stop paying attention to this real-time relationship and start relying on our past experiences with other customers. When we do that, we miss crucial information."

This relational approach means examining the attributes of professional relationships, such as trust and communication frequency, and developing strategies to strengthen them. "Think of any relationship as having measurable attributes," Manuel says. "Once you identify these, you can develop practical strategies to improve collaboration and project outcomes."

Discovery through Discussion

Manuel creates environments where participants discover insights through group discussions and reflection. He explains, "Traditional training means an expert shares their knowledge with people. But real learning happens from the inside out, when someone has a personal realization that changes how they see the world, and how they act in it."

Each morning, a different stakeholder presents their perspective on global SAP projects and what constitutes success from their point of view. Stakeholders include executives from United VARs, a partner, a customer, AWS, and SAP.

"Everything we discuss is grounded in observable reality,” Manuel states, “When we explore abstract concepts, I always connect them back to participants' own experiences. We help people evaluate how they work and discover if that works for them, or whether a new approach is needed."

Through this process, participants rethink their role as consultants and explore the skills, qualities, and values that will drive their success, their customers' success, and their company's success in the new paradigm. They learn the key factors for successful international projects and discover how United VARs can support them along the customer value journey.

To Win the War for Talent, Prioritize Purpose

"When talent is scarce and everyone is recruiting from the same pool, salary becomes the only differentiator," Manuel observes. "Consultants jump from company to company for better pay. Meanwhile, costs rise where customers are less willing to pay premium rates for consulting services. This creates an unsustainable situation."

This enters a vicious cycle while perceived value falls. The solution, he believes, lies in expanding the talent pool, first, and then focusing on purpose beyond financial gain.

"Today's young professionals need to feel they're contributing to something meaningful, whether that's helping the planet, supporting people, or creating positive change. If you want to attract and retain talent, especially younger consultants, you must provide this sense of purpose alongside competitive compensation and a desirable career path.”

Manuel continues, "Instead of competing for the same pool of experienced SAP professionals, companies should recruit from other fields," he suggests. "Look for social sciences professionals like anthropologists, historians, teachers, nurses: people with strong social skills and human understanding. Technical skills are nowadays easier to teach than interpersonal abilities. Find people with excellent relational skills and teach them the technology, not the other way around."

Building Global Connections and Cultural Competence

The Academy addresses this need by helping participants understand multi-cultural environments and to recognize organizational and personal biases. Participants exchange insights and experiences with other participants who share similar roles and challenges. These relationships continue long after the Academy, providing an ongoing network for sharing best practices and collaborative problem-solving.

"After the Academy, participants truly understand what it means to be part of the United VARs community," Manuel notes. "They see the real power and opportunities that come from this global alliance. This sense of belonging to something larger can help to provide the meaningful purpose that today's professionals seek.

Visit the Academy landing page on the members-only United VARs Hub for details and registration. If you need access, please reach out to United VARs Marketing Team.

Gain More Insights from Our ‘War for Talent’ Blog Series

This interview with Manuel Lopez represents just one perspective on how United VARs members are winning the war for talent. For more insights on this topic: