Project Management Can Help “Sell” Your Company’s Products and Services Presented at: PMI-San Francisco Bay Area Chapter Presented by: Joan Knutson PM Guru Unlimited

Topics Covered 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 internal plan to assure that project management is executed in order to meet commitments as covered.

Project Management’s ability to aid a company to sell its products/services 3

Feature/Services Vendor A Vendor B Vendor A’s Product Vendor B’s Product Comparative Analysis Feature 1 Feature 2 Implementation/ Installation Support Project Management Feature/Services Vendor A Vendor B

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

During the Sales Process During the Launch During the Entire Project

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

In the Marketing Collateral During the Engagement In the Bid Proposal

Marketing Collateral Product/ Service Implementation/ Installation Project Management

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

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

Roles and Responsibilities Bid Proposal Roles and Responsibilities Job-Related: X X X Project Management: Task Customer Vendor

Bid Proposal Communication Plan RE: Product/Service 1. P 2. S P 3. P 4. P RE: Implementation 2. S 3. P P 4. RE: Project Management Customer Vendor Project Liaison Manager

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

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

Kick-off Meeting Rationale: __________ II __________ III Project Management Importance How to be Employed Rationale: Reinforces Differentiating Factor Helped Sell the Job Reassures a Professional Job Expectations for the Working Relationship

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 Vendor’s Team 4. Communication of Status 1 5 Low High 1 5 Low High 1 5 Low High 1 5 Low High

Face-to-Face Meeting $ $ From Customer’s Perspective From Vendor’s Schedule Quality $ Schedule Quality

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

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

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

Project Management Can Help “Sell” Your Company’s Products and Services 22

During the Sales Process During the Launch During the Entire Project

Joan Knutson PM Guru Unlimited (866) 4-PM-GURU (866) 476-4878 jk@joanknutson.com www.joanknutson.com