Date post: | 16-Apr-2017 |
Category: |
Leadership & Management |
Upload: | lviv-startup-club |
View: | 208 times |
Download: | 3 times |
Doing both.
Doing both.Project Management and Sales.
• I’m 100% sold to customer
• I’m 100% sold to customer
• Outsourcing business
• I’m 100% sold to customer
• Outsourcing business
• Farming existing clients
• Pricing, margins, profitability
• Staffing, resource & HR management
• Other stuff -> Q&A
Contract types
T&M, Fixed Price, Outcome Based, Dedicated Teams
T&M, Fixed Price, Outcome Based, Dedicated Teams
• What does sales team actually sell?
T&M, Fixed Price, Outcome Based, Dedicated Teams
• What does sales team actually sell?
• What is the customer paying for?
T&M, Fixed Price, Outcome Based, Dedicated Teams
• What does sales team actually sell?
• What is the customer paying for?
• What does customer really want?
Solve the problem
Solve the problem
again, again and again
What is the MOST important thing to build long term relationships?
D E L I V E R Y
Successful Delivery
• In time? In budget? Entire Scope?
• No rotations? Gentle handle of change requests?
• Follow the management plan & established processes?
Successful Delivery
Successful Delivery
• ALL
Successful Delivery
• ALL
• NONE
Successful Delivery
• ALL
• NONE
• IT DEPENDS
Successful Delivery
Successful Delivery
ASSUME = ASS U ME
Grow
Grow
• Understand your stakeholders clients
Grow
• Understand your stakeholders clients
• Understand client’s business
Grow
• Understand your stakeholders clients
• Understand client’s business
• Understand client’s goals
Grow
• Understand your stakeholders clients
• Understand client’s business
• Understand client’s goals
• Understand client’s week points
Grow
• Understand your stakeholders clients
• Understand client’s business
• Understand client’s goals
• Understand client’s week points
• Follow client’s budgeting process
How
• Listen
• Visit
• Eat
How
How
BUILD RELATIONSHIPS
So what?
So what?
• Define the problem
So what?
• Define the problem
• Create a solution
So what?
• Define the problem
• Create a solution
• Calculate ROI
So what?
• Define the problem
• Create a solution
• Calculate ROI
• Make problem becomes expenses (investments)
Who
Who
• Y O U
Who
• Y O U
• Y O U R T E A M
100% sold problem
• Looking for improvements
• Innovative
• Loyal
… and one more thing
Investment
Q & A