Development of Proposals for Improving the Procurement and Sales Management Processes in IT Company

The study examined a large Russian ITcompany providing IT services. During the implementation of projects, a large number of purchases from suppliers and the sale of IT solutions to customers. The company uses the ERP-system “1C: ERP Enterprise Management 2” to support the procurement and sales management processes. However, these processes are characterized by the presence of a number of problems, the key ones include long execution time (in some cases) and user errors when working in the system. There are risks associated with the timing of project execution, the disruption of the supply of IT solutions to the client and purchases from suppliers. This affects the financial performance of the company and its reputation. There is a need to improve the management processes of purchasing and selling. The aim of the work is to improve the procurement and sales management processes through improvements in the ERP system. In the course of work the specifics of the procurement and sales management processes were identified, their AS-IS models were developed and analyzed, and TO-BE processes were modeled. The functional requirements are defined, and proposals are made for the implementation of the 1C: ERP with the aim of improving the specified processes. The method of analyzing hierarchies determined the priority of improvements. In conclusion, an assessment of the results of the implementation of the developed recommendations. The novelty of the work lies in the development of models of processes for the management of purchases and sales that take into account the specifics of the IT company. The paper proposes an approach for analyzing these processes, based on the results of the application of which proposals have been developed for improving these processes using IT. The obtained results can be used by specialists from similar IT companies in order to improve procurement and sales management processes, as well as IT consultants when conducting similar projects.