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Presented at:PMI-San Francisco Bay Area Chapter Presented at:PMI-San Francisco Bay Area Chapter Presented by:Joan Knutson PM Guru Unlimited Project Management.

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Presentation on theme: "Presented at:PMI-San Francisco Bay Area Chapter Presented at:PMI-San Francisco Bay Area Chapter Presented by:Joan Knutson PM Guru Unlimited Project Management."— Presentation transcript:

1 Presented at:PMI-San Francisco Bay Area Chapter Presented at:PMI-San Francisco Bay Area Chapter Presented by:Joan Knutson PM Guru Unlimited Project Management Can Help Sell Your Companys Products and Services

2 2 Topics Covered How project management can aid a company in selling its products/services How project management can aid a company in selling its products/services An external plan to position project management as a differentiating selling factor. An external plan to position project management as a differentiating selling factor. An internal plan to assure that project management is executed in order to meet commitments as covered. An internal plan to assure that project management is executed in order to meet commitments as covered.

3 Project Managements ability to aid a company to sell its products/services 3

4 4 Comparative Analysis Vendor As Product Vendor Bs Product Feature 1 Feature 2 Implementation/ Installation Support Project Management Feature/ServicesVendor AVendor B

5 5 Customer Expectations Plan, Organize & Manage the Assignment As Little Upheaval as Possible Done on Time, within Budget, of Quality Expected 1 2 3

6 6 During the Sales Process During the Entire Project During the Launch

7 An External Plan To Position Project Management as a Differentiating Factor 7

8 8 In the Marketing Collateral During the Engagement In the Bid Proposal

9 9 Marketing Collateral Product/ Service Implementation/ Installation Project Management

10 10 Bids of Project Manager Project Management Benefits Statement Marketing Brochure Products Services

11 11 Bid Proposal Project Management Specific Section Roles and Responsibilities Communication Plan Fees for Project Management Effort

12 12 Bid Proposal Roles and Responsibilities Job-Related: X X Project Management: X TaskCustomerVendor

13 13 Bid Proposal Communication Plan RE: Product/Service 1.P 2.SP 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. CustomerVendor Project LiaisonManager

14 14 Bid Proposal Fees: Labor$ xxx.xx Materials$ xxx.xx T&E$ xxx.xx Project $ xxx.xx Management

15 15 During the Engagement Kick-off Meeting Kick-off Meeting Periodic Customer Surveys Periodic Customer Surveys Face to Face Meetings with Customer Face to Face Meetings with Customer

16 16 Kick-off Meeting I__________ __________ __________ II__________ __________ __________ IIIProject Management Importance Importance How to be Employed How to be Employed I__________ __________ __________ II__________ __________ __________ IIIProject Management Importance Importance How to be Employed How to be Employed Rationale: Reinforces Differentiating Factor Helped Sell the Job Reassures a Professional Job Expectations for the Working Relationship

17 17 Customer Survey Please rate us from 1 to 5 relative to the following criteria: 1. Timeliness of Delivery 2. Quality of Deliverables 3. Supportiveness of the Vendors Team 4. Communication of Status 15 LowHigh 15 LowHigh 15 LowHigh 15 LowHigh

18 18 $ Schedule Quality Face-to-Face Meeting From Vendors Perspective From Customers Perspective $ Schedule Quality

19 An Internal Plan To Facilitate Project Management as a Differentiating Factor 19

20 20 An Internal Plan A Product or Systems Development Life Cycle A Product or Systems Development Life Cycle Internal Communication Plan, including: Internal Communication Plan, including: –Change of Scope –Change of Priorities Continuous Improvement Process Continuous Improvement Process Project Management Lexicon of Terms Project Management Lexicon of Terms

21 21 An Internal Plan (continued) Rolling Wave Approach Rolling Wave Approach Rigor and Discipline Rigor and Discipline Proactive Quality Plan Proactive Quality Plan Performance Management System Performance Management System

22 Project Management Can Help Sell Your Companys Products and Services 22

23 23 During the Sales Process During the Entire Project During the Launch

24 24 Joan Knutson PM Guru Unlimited (866) 4-PM-GURU (866)


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