1. 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

2. 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.

3. Project Management’s ability to aid a company to sell its products/services3

4. 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

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

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

7. An External Plan To Position Project Management as a Differentiating Factor7

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

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

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

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

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

13. 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

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

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

16. 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

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

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

19. An Internal Plan To Facilitate Project Management as a Differentiating Factor19

20. 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

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

22. Project Management Can Help “Sell” Your Company’s Products and Services22

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

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