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Presented at:Presented at: PMI-San Francisco PMI-San Francisco Bay Area Chapter Bay Area Chapter
Presented by:Presented by: Joan Knutson Joan Knutson PM Guru Unlimited PM Guru Unlimited
Project Management Project Management
Can Help “Sell” Your Can Help “Sell” Your
Company’s Products and Company’s Products and
ServicesServices
22
Topics CoveredTopics Covered
How project management can aid a How project management can aid a company in selling its company in selling its products/servicesproducts/services
An external plan to position project An external plan to position project management as a differentiating management as a differentiating selling factor.selling factor.
An internal plan to assure that project An internal plan to assure that project management is executed in order to management is executed in order to meet commitments as covered.meet commitments as covered.
Project Management’s Project Management’s
ability to aid a company ability to aid a company
to sell its to sell its
products/servicesproducts/services
3
44
Comparative AnalysisComparative Analysis
Vendor A’s ProductVendor A’s Product Vendor B’s ProductVendor B’s Product
Feature 1
Feature 2
Implementation/Installation Support
Project Management
Feature/Services Vendor A Vendor B
55
Customer ExpectationsCustomer Expectations
Plan, Plan, Organize & Organize & Manage the Manage the AssignmentAssignment
As Little As Little Upheaval as Upheaval as
PossiblePossible
Done Done on Time, on Time,
within within Budget, Budget, of Quality of Quality ExpectedExpected
1
2
3
66
During During the the
Sales Sales ProcessProcess
During During the the
Entire Entire ProjectProject
During During the the
LaunchLaunch
An External PlanAn External Plan
To Position Project To Position Project
ManagementManagement
as a Differentiating Factoras a Differentiating Factor
7
88
In the In the Marketing Marketing CollateralCollateral
During the During the EngagemeEngageme
ntnt
In the In the Bid Bid
ProposalProposal
99
Marketing CollateralMarketing Collateral
Product/Product/ServiceService
Implementation/Implementation/InstallationInstallation
Project Project ManagementManagement
1010
Bids of Project Manager
Project Management
Benefits Statement
Marketing BrochureMarketing Brochure
ProductsServices
SM
1111
Bid ProposalBid Proposal
Project Management Specific Project Management Specific SectionSection Roles and ResponsibilitiesRoles and Responsibilities Communication PlanCommunication Plan Fees for Project Management Fees for Project Management
EffortEffort
1212
Bid ProposalBid Proposal
Roles and Responsibilities
Job-Related:
X
X
X
X X
Project Management:
X
X
X
Task Customer Vendor
1313
Bid ProposalBid ProposalCommunication Plan
RE: Product/Service
1. P
2. S P
3. P
4. P
RE: Implementation
1. P
2. S
3. P P
4.
RE: Project Management
1. P
2. S
3. P P
4.
Customer Vendor Project
Liaison Manager
1414
Bid ProposalBid Proposal
Fees:Fees:
LaborLabor $ $ xxx.xxxxx.xx
MaterialsMaterials $ $ xxx.xxxxx.xx
T&ET&E $ $ xxx.xxxxx.xx
Project Project $ $ xxx.xx xxx.xx ManagementManagement
1515
During the EngagementDuring the Engagement
Kick-off MeetingKick-off Meeting
Periodic Customer Periodic Customer SurveysSurveys
Face to Face Meetings Face to Face Meetings with Customerwith Customer
1616
Kick-off MeetingKick-off Meeting
II ____________________ ____________________ ____________________
IIII ____________________ ____________________ ____________________
IIIIII Project Project ManagementManagement
ImportanceImportance How to be How to be
EmployedEmployed
II ____________________ ____________________ ____________________
IIII ____________________ ____________________ ____________________
IIIIII Project Project ManagementManagement
ImportanceImportance How to be How to be
EmployedEmployed
Rationale:Rationale: Reinforces Reinforces
Differentiating Factor Differentiating Factor Helped Sell the JobHelped Sell the Job
Reassures a Professional Reassures a Professional JobJob
Expectations for the Expectations for the Working RelationshipWorking Relationship
1717
Customer SurveyCustomer Survey
Please rate us from 1 to Please rate us from 1 to 5 relative to the 5 relative to the following criteria:following criteria:
1. Timeliness of Delivery1. Timeliness of Delivery
2. Quality of Deliverables2. Quality of Deliverables
3. Supportiveness of the 3. Supportiveness of the Vendor’s Team Vendor’s Team
4. Communication 4. Communication of Status of Status
1 5
Low High
1 5
Low High
1 5
Low High
1 5
Low High
1818
$
Sche
dule
Quality
Face-to-Face MeetingFace-to-Face Meeting
From Vendor’s Perspective
From Customer’sPerspective
$
Sche
dule
Quality
An Internal PlanAn Internal Plan
To Facilitate Project To Facilitate Project
Management as a Management as a
Differentiating FactorDifferentiating Factor
19
2020
An Internal PlanAn Internal Plan
A Product or Systems A Product or Systems Development Development Life CycleLife Cycle
Internal Communication Plan, Internal Communication Plan, including:including:– Change of ScopeChange of Scope– Change of PrioritiesChange of Priorities
Continuous Improvement ProcessContinuous Improvement Process Project Management Lexicon of Project Management Lexicon of
TermsTerms
2121
An Internal Plan An Internal Plan (continued)(continued)
Rolling Wave ApproachRolling Wave Approach Rigor and DisciplineRigor and Discipline Proactive Quality PlanProactive Quality Plan Performance Management Performance Management
SystemSystem
Project Management Project Management
Can Help “Sell” Can Help “Sell”
Your Company’s Your Company’s
Products and ServicesProducts and Services
22
2323
During During the the
Sales Sales ProcessProcess
During During the the
Entire Entire ProjectProject
During During the the
LaunchLaunch
2424
Joan KnutsonJoan Knutson
PM Guru UnlimitedPM Guru Unlimited
(866) 4-PM-GURU(866) 4-PM-GURU
(866) 476-4878(866) 476-4878
[email protected] [email protected]
www.joanknutson.comwww.joanknutson.com
