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Project Management for Executives / Account Managers / Sales

  • Room: Virtual
Thursday,May 26, 2022:1:00 PM -3:00 PM

Speaker(s)

Speaker
Brad Malone
Vice President of Consulting | Vice President of Professional Services
Navigate Management Consulting | Solutions360

Description

Sales reps and account managers, whether they like it or not (or take credit or blame for it), are the first people to create expectations in the minds of their clients – expectations which may not be fully met and which cause drama and “client repair” later in the project’s lifecycle. This seminar enlightens sales’ and executives on their roles in the project, and the role of the PM in successfully managing their project(s). It will provide concrete guidance and templates on how to collaborate profitably throughout the project’s lifecycle, from sales / engineering meetings, to project kick-off meetings, to client walk-throughs, through project status/progress meetings, through the inevitable change-order processes, through substantial completion and client training, and finally into transition to service. The informed salesperson and executive play their integral role in this process – capturing repeat business.


Track(s)


Super Track(s)


Methodology

Sales Reps and Account managers, whether they like it or not (or take credit or blame for it), are the first people to create expectations in the minds of their Clients – expectations which may not be fully met and which cause drama and “client repair” later in the project’s lifecycle. This seminar enlightens Sales’ and Executives on their roles in the project, and the role of the PM in successfully managing their project(s). It will provide concrete guidance and templates on how to collaborate profitably throughout the project’s lifecycle, from Sales / Engineering meetings, to Project Kick-off meetings, to Client walk-throughs, through project status/progress meetings, through the inevitable change order processes, through substantial completion and Client training, and finally into transition to Service. The informed Salesperson and Executive plays their integral role in this process – capturing repeat business

Learning Objectives

1. Define the key steps to creating and fulfilling a successful project
2. Demonstrate and practice their role in relationship to other key roles within a systems integration project lifecycle
3. Measure impact key project metrics / measures of success - at a minimum gross profitability