pmday 2015. Олексій Меркулов “doing both. project manager and sales”
TRANSCRIPT
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Doing both.
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Doing both.Project Management and Sales.
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• I’m 100% sold to customer
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• I’m 100% sold to customer
• Outsourcing business
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• I’m 100% sold to customer
• Outsourcing business
• Farming existing clients
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• Pricing, margins, profitability
• Staffing, resource & HR management
• Other stuff -> Q&A
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Contract types
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T&M, Fixed Price, Outcome Based, Dedicated Teams
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T&M, Fixed Price, Outcome Based, Dedicated Teams
• What does sales team actually sell?
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T&M, Fixed Price, Outcome Based, Dedicated Teams
• What does sales team actually sell?
• What is the customer paying for?
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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?
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Solve the problem
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Solve the problem
again, again and again
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What is the MOST important thing to build long term relationships?
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D E L I V E R Y
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Successful Delivery
• In time? In budget? Entire Scope?
• No rotations? Gentle handle of change requests?
• Follow the management plan & established processes?
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Successful Delivery
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Successful Delivery
• ALL
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Successful Delivery
• ALL
• NONE
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Successful Delivery
• ALL
• NONE
• IT DEPENDS
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Successful Delivery
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Successful Delivery
ASSUME = ASS U ME
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Grow
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Grow
• Understand your stakeholders clients
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Grow
• Understand your stakeholders clients
• Understand client’s business
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Grow
• Understand your stakeholders clients
• Understand client’s business
• Understand client’s goals
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Grow
• Understand your stakeholders clients
• Understand client’s business
• Understand client’s goals
• Understand client’s week points
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Grow
• Understand your stakeholders clients
• Understand client’s business
• Understand client’s goals
• Understand client’s week points
• Follow client’s budgeting process
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How
• Listen
• Visit
• Eat
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How
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How
BUILD RELATIONSHIPS
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So what?
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So what?
• Define the problem
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So what?
• Define the problem
• Create a solution
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So what?
• Define the problem
• Create a solution
• Calculate ROI
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So what?
• Define the problem
• Create a solution
• Calculate ROI
• Make problem becomes expenses (investments)
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Who
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Who
• Y O U
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Who
• Y O U
• Y O U R T E A M
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100% sold problem
• Looking for improvements
• Innovative
• Loyal
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… and one more thing
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Investment
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Q & A