PMday 2015. Олексій Меркулов “Doing Both. Project Manager and Sales”

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