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Microsoft Office Project 2003: Selling EPM in your Organization Microsoft Office Project 2003: Selling EPM in your Organization
Matt WilsonMatt WilsonBusiness Solutions SpecialistBusiness Solutions SpecialistLMR SolutionsLMR Solutions
IntroductionIntroduction
5 Years in Project Management5 Years in Project Management
Microsoft Project specialist for Microsoft Project specialist for versions 2000/2002/2003 versions 2000/2002/2003
Participated in over 15 EPMS Participated in over 15 EPMS deploymentsdeployments
Worked on an award winning EPMS Worked on an award winning EPMS deploymentdeployment
AgendaAgenda
EPM OverviewEPM Overview
Top 5 Common mistakes Top 5 Common mistakes
EPM Sales ToolsEPM Sales ToolsPain x Power x Vision x ValuePain x Power x Vision x Value
MSF and DeploymentMSF and Deployment
Tips and TricksTips and Tricks
Q&AQ&A
What is EPM?What is EPM?
Portfolio Portfolio ManagementManagement
Resource Management
Collaboration& Project
Management
Corporate Corporate StrategyStrategy
Programs &Programs &InitiativesInitiatives
Project Project PrioritizationPrioritization
Resource Resource AllocationAllocation
Real Time Real Time Communication Communication
& Data& Data
Consistent Consistent Project Project DeliveryDelivery
““A systematic approach to A systematic approach to achieving organizational achieving organizational goals”goals”
……or “connecting strategy or “connecting strategy to action”to action”
Tools, Technology, Training and Knowledge Transfer Tools, Technology, Training and Knowledge Transfer
Integrated Integrated Delivery Delivery Framework Framework
Programs, InitiativesPrograms, Initiatives
Investment, Resource and Investment, Resource and Prioritization DecisionsPrioritization Decisions
Maximize Resource Maximize Resource UtilizationUtilization
EnterpriseEnterpriseResource Resource ManagementManagement
Alignment Alignment with Business with Business Objectives Objectives
Visibility & Decision Visibility & Decision SupportSupport
Portfolio Portfolio ManagementManagement
Corporate Corporate StrategyStrategy
Business Business StandardizationStandardization
Business Business Processes & Processes & CollaborationCollaboration
Communication & Communication & Decision MakingDecision Making
Projects, ActivitiesProjects, Activities
Best Practices &Best Practices & ProcessProcess
The EPM Framework
Your PeopleYour People
ExecutivesExecutivesProject portfolio management, Project portfolio management,
reportingreporting
IT ManagersIT ManagersOpen, secure Open, secure
systemssystemsProject ManagersProject ManagersIntuitive project managementIntuitive project management
Resource ManagersResource ManagersSkills-based resource Skills-based resource
managementmanagement
Team MembersTeam MembersUse familiar tools to collaborate, Use familiar tools to collaborate,
report statusreport status
Your Business Processes…Your Business Processes…
Governance
Prioritization
Budgeting
Human Resources… etc …
Initiatives
Implement Microsoft OfficeProject 2003 for the
Enterprise
Decisions
- Corporate Goals and Objectives- Corporate Goals and ObjectivesExecutivesExecutives
FinanceFinanceSales and Sales and MarketingMarketing R&DR&DIT / ISIT / IS
Your Organization…Your Organization…
Strategic Initiatives Strategic Initiatives
HRHR
Development ProjectsDevelopment Projects
Operational ImprovementsOperational Improvements
Top Five MistakesTop Five Mistakes
Executive sponsorship and stakeholdersExecutive sponsorship and stakeholders
Fail to demonstrate how EPM is strategic Fail to demonstrate how EPM is strategic
Sell functionality and features Sell functionality and features
Skip envisioning and planning Skip envisioning and planning
Quick and easy deploymentsQuick and easy deployments
ToolsTools
9 Box Exercise9 Box ExercisePain x Power x Vision x Value Pain x Power x Vision x Value
9 Box9 Box9-Box Vision Processing Model – Vision Creation
Diagnose Reasons
Visualize Capabilities
ExploreImpact
OpenQuestions
ClosedQuestions
ConfirmQuestions
BUYING VISION
“Tell me about what is causing you
To have this….(repeat pain)?”
Pain
“Besides yourself, who in your Organization Is Impacted by this(repeat pain) and
How are they impacted?”
“What do you think itwill take for YOU to be
able to (achievegoals)?”
“Is it because...?”1. Technology2. Culture3. Budget
“Is this (pain)Causing...?”
“If so, wouldn’t (title)also be concerned?”
“What if there were a way...when, who, what…
Would that help?”
“What if you wereAlso able to…?”
“So, the reasons foryour (repeat pains)
are…?”
“From what I just heard…(repeat the whoand how), it sounds like
this is not just yourproblem, but a
(Company) problem?”
“From what I just heard,if you had the ability to…
(summarizecapability vision
could you achieve(repeat goals)?”
“Could I try a fewideas on you?”
(1) (4) (7)
(2) (5) (8)
(3) (6) (9)
Get them to admit their Pain
# % $
Pain ExercisePain Exercise
List your biggest challenges – What List your biggest challenges – What keeps them up at night?keeps them up at night?
List the reasonsList the reasons
Identify how it impacts your businessIdentify how it impacts your businessPain Chain: Explore who else is impactedPain Chain: Explore who else is impacted
Identify how they are impactedIdentify how they are impacted
Power ExercisePower Exercise
Connect with Key BDM’s and Connect with Key BDM’s and Stakeholders Stakeholders
Confirm/Validate PainsConfirm/Validate Pains
Identify ExpectationsIdentify Expectations
Explore how these stakeholders are Explore how these stakeholders are impactedimpacted
Productivity ImpactsProductivity Impacts
Loss of OpportunityLoss of Opportunity
Help them create a Help them create a VisionVision for for corrective actioncorrective action
Moving toward Your EPM Vision and RoadmapMoving toward Your EPM Vision and Roadmap
EPMVisionEPM
VisionBusiness
NeedsBusiness
Needs
EPMCapabilities
EPMCapabilities
EPMDeployment
EPMDeployment
EPMRoadmap
EPMRoadmap
OrganizationalCapabilities
OrganizationalCapabilities
BusinessNeeds/Pains
BusinessNeeds/Pains
EPMCapabilities
EPMCapabilities
OrganizationalCapabilities
OrganizationalCapabilities
Challenge or opportunity to change the organizational performance in order to improve business results
Current people, processes, technical skills, and competencies that deliver value to company stakeholders
Functional capabilities that enable and support your business processes (i.e., creation of task, definition of resources, definition of enterprise variables)
Inputs to your EPM Vision and RoadmapInputs to your EPM Vision and Roadmap
Vision Workshop OutputsVision Workshop Outputs
EPMRoadmap
EPMRoadmap
EPMVisionEPM
Vision
Realistic understanding of EPM capabilities relative to the business needs and organizational capabilities of your company.
Integrated project plan that includes the processes to be improved through EPM functional capabilities, skills, and knowledge transfer.
Value of Envisioning Value of Envisioning
Builds agreement/buy-in and Builds agreement/buy-in and ownership at all levelsownership at all levels
Helps you set the proper expectations Helps you set the proper expectations for deployment for all stakeholdersfor deployment for all stakeholders
Enables the organization to envision Enables the organization to envision this benefits of EPMthis benefits of EPM
Helps you determine your level of Helps you determine your level of organizational ‘Readiness’organizational ‘Readiness’
Value ExerciseValue Exercise
Quantify impactsQuantify impactsGet your sponsors to think about the Get your sponsors to think about the financial impacts of the ‘As-Is’ vs. ‘To-Be’financial impacts of the ‘As-Is’ vs. ‘To-Be’
Define Success CriteriaDefine Success Criteria
Quantify ROIQuantify ROI
Deployment ProcessDeployment Process
Document Sponsor Goals and Objectives
Validate Processes and Training
Map Goals andObjectives to
Processes and Procedures
Setup and Configure Technology Components
Establish Business
Processes
Train Users onProcesses and
Technology
Develop
Plan
Stabilize
Envision
MSF Phases
Deploy
Taking a Staged ApproachTaking a Staged Approach
Proof of Concept
Limited Production Pilot
Multi-department Rollout
Enterprise Rollout
Deployment PlanningDeployment Planning
Skill SetsSkill SetsTypical Typical Team Team MemberMember
MSF Role MSF Role ClusterCluster
Team Team Member Member GoalGoal
Area of Responsibility for the Project Area of Responsibility for the Project 2003 Deployment2003 Deployment
Business Business AnalystAnalyst
Product Product ManagementManagement
Customer Customer satisfactionsatisfaction
Understand and articulate the business Understand and articulate the business requirements for the Project 2003 requirements for the Project 2003 deploymentdeployment
Project Project ManagerManager
Program Program ManagementManagement
Deliver Deliver solution solution within within constraintsconstraints
Deliver the Project 2003 solution within Deliver the Project 2003 solution within an acceptable timeframe and budget, an acceptable timeframe and budget, prioritizing scope and negotiating prioritizing scope and negotiating trade-offs as neededtrade-offs as needed
Developer/ Developer/ Systems Systems IntegratorIntegrator
DevelopmentDevelopment Construct and Construct and configure configure systems to systems to specificationsspecifications
Build a technically sound Project 2003 Build a technically sound Project 2003 solution to meet the business solution to meet the business requirementsrequirements
TesterTester TestingTesting Test the Test the system and system and document all document all known issues known issues
Validate the translation of the business Validate the translation of the business requirements into the technical requirements into the technical solution; test for correctness and solution; test for correctness and robustness of the solutionrobustness of the solution
TrainerTrainer User User ExperienceExperience
Train all usersTrain all users Engage end-users to reflect their needs Engage end-users to reflect their needs in the Project 2003 solution; prepare to in the Project 2003 solution; prepare to ensure its successful deploymentensure its successful deployment
Tips and TricksTips and Tricks
Demonstrate how features solve Demonstrate how features solve business issuesbusiness issuesGet executive sponsorship early on Get executive sponsorship early on through Envisioningthrough EnvisioningSet the right expectations for Set the right expectations for deploymentdeploymentKeep it Simple – Get the ‘Low hanging Keep it Simple – Get the ‘Low hanging fruit’ and establish quick winsfruit’ and establish quick wins
ResourcesResources
Qualified Microsoft Partner ResourcesQualified Microsoft Partner ResourcesEnvisioning and Planning Services Envisioning and Planning Services
PM Maturity Assessment ServicesPM Maturity Assessment Services
EPM Readiness™ ServicesEPM Readiness™ Services
Implementation RoadmapsImplementation Roadmaps
Deep skill sets and experience with EPMDeep skill sets and experience with EPM
Best of Breed Solutions and PracticesBest of Breed Solutions and Practices
Job OpportunitiesJob Opportunities
We’re growing and always looking for We’re growing and always looking for project managers with Microsoft project managers with Microsoft Project ExperienceProject Experience
Send an email to: Send an email to: [email protected]@lmrsolutions.com
Questions?Questions?