Nutrient’s 2025 Sales Kickoff (SKO) — held in Raleigh, North Carolina last month — had the aura of innovation. There was energy in every room as industry experts and sales leaders gathered to discuss the evolving landscape of workflow automation and what customers will need from Nutrient solutions as the year progresses.
Among the standout moments of SKO was an insightful session led by Marty Herbert, founder of Herbert Insights and Innovations(opens in a new tab), whose deep expertise in workflow automation and government contracting made for one of the event’s most engaging and informative moments.
Herbert’s perspective on workflow automation goes far beyond buzzwords. He emphasized that in highly regulated industries — especially those dealing with government contracts — having robust workflow tools isn’t just beneficial; it’s essential.
One of the key takeaways from Herbert’s talk was the distinction between simple form filling and full-scale workflow automation. He noted that many organizations approach process improvement with the mindset of gathering data rather than optimizing the original processes themselves.
To illustrate his point, he compared a sweepstakes entry form to an enterprise workflow. While the form captures basic user data, a workflow is about structuring the end-to-end process: creating standardized requests, automating approvals, and ensuring every step in the pipeline is clearly defined and executed. The data capture itself is a step within the workflow and the automation that occurs on either side of the capture.
Herbert also tackled a common challenge many companies face: the limitations of enterprise resource planning (ERP) systems that claim to have built-in workflow capabilities. He warned that these so-called “workflows” often lead to process delays, cash flow bottlenecks, and unfinished tasks.
Deltek Costpoint, he pointed out, is a great example of a system that’s powerful for audit readiness in government contracting, but without proper workflow automation, users may struggle with inefficiencies that slow down their operations.
Additionally, he outlined how companies frequently underestimate the need for dedicated workflow automation within their ERP systems. Too often, businesses implement an ERP without considering workflow integration, only to realize later that critical functionalities are missing. This oversight not only leads to customer dissatisfaction, but it also affects an organization’s ability to operate efficiently and remain compliant with industry regulations.
A compelling part of the session revolved around the importance of structured methodologies like Lean Six Sigma and DMAIC (Define, Measure, Analyze, Improve, Control) and their positive impact on workflow processes. Herbert highlighted how these approaches provide a systematic framework for businesses to be agile and constantly learning and iterating, rather than taking a static approach to workflow management.
Herbert also shared how rapid prototyping — where workflows are tested and refined in real time — can be a gamechanger for organizations looking to improve efficiency.
Another practical takeaway to streamline operations within workflows was the use of QR codes, a small but impactful innovation that might make the difference for other workflow customers. For instance, a QR code can trigger sending a file via email to a specific recipient. Adding a QR code can be automated via a process step in Power Automate, as demonstrated in Nutrient’s helpful online guide.
Perhaps the most compelling part of the session came from real-world examples of workflow automation driving measurable ROI. Herbert highlighted a case in which a company reduced its billing cycle from 15 days to just three, showcasing the significant time and cost savings achievable with the right workflow strategies.
Herbert also shared practical strategies for professionals to identify opportunities to implement or optimize workflow automation. Professionals can leverage networking platforms like LinkedIn, attend industry conferences, and rely on word-of-mouth referrals to discover innovative solutions. He also suggested keeping an eye on specific keywords — business process management, process improvement, and automation — to stay ahead of industry trends.
Successful workflow automation, Herbert stressed, isn’t just about technology; it’s about relationships. A workflow solution must be backed by strong partnerships between vendors and clients and built on genuine interest and trust. Companies that succeed with automation do so because they invest in personalized support and continuous improvement rather than treating workflow automation as a one-time implementation.
As Herbert spoke to a room full of Nutrient sales professionals, the audience couldn’t help but reflect on how much organizations stand to gain from effective workflow automation. It’s not just about cutting down on manual tasks — it’s about optimizing processes to create more agile, responsive, and successful businesses. For professionals in government contracting and beyond, these lessons from Nutrient’s 2025 Sales Kickoff serve as an essential guide to maximizing the potential of workflow automation.
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