breaking the glass wall - pmi...guy kawasaki’s 10-20-30 rule is a copyright of guy kawasaki used,...
TRANSCRIPT
Breaking the Glass WallHow Understanding Corporate Strategy will help your PMO, your Projects & you
PMI Baltimore Chapter PDE Saturday April 28, 2018
Breaking the Glass WallCorporate Strategy & Tactics for PMsGoal To help you better understand the role of the Project Manager in the larger Sales, Marketing and Business Development functions of an organization. We will review the idea that a Project Manager plays a key role in the continued Sales & Marketing growth of their Projects, their Organization and their Customers. And how Sales & Marketing both shape and ensure the success of Projects and Project Managers.
Disclaimers •Corporate Strategy is a portion of the PMBOK still being expanded.•Much of the material presented is the opinions of the speaker. •Original material presented is copyright Sean G. Conner, LLC, unless otherwise noted.
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Speaker Sean G. Conner, PMP
• 20 years of project management and leadership• 15 years of leading all stages of implementing and sustaining Commercial-Off-The-Shelf (COTS) Business Intelligence (BI) Solutions • 15 years of Facilities Management Operations and Consulting•>20 years of Sales, Marketing and Business Development (BD)• 10 years of leadership as an Subject Matter Expert for ARCHIBUS• 8 years in the Federal Sector; 6 in the DoD and IC•Now a consulting Program Manager and actively managing a REIT PMO
Where are you in this equation?
P = R - C
Where are you in this equation?
P = R - Cr o f I t
e v e n u e
o s tTh
e G
lass
Wal
l
The Basics of Project Business Development
for PMs
How Tactical & Strategic sales efforts relate to Project Management• Sales and Business efforts directly impact or even
determine the Triple Constraints +1 Scope
Schedule Cost
Quality
• They define ALL other Project Expectations, Key Milestones & Deliverables
• They also keep you employed
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Interpersonal (Tactical)
Sales
The Elevator Pitch
• <60 seconds
• Why do customers hire you?
• What makes you better & different?
“I am a consulting Program Manager, System Implementation Coach, and Professional Speaker.
Folks come to me because I am one of the top experts in the country for implementing and improving the software that manages:
• buildings • the maintenance of those
buildings • and the real estate portfolios of
major organizations.”
- Sean Conner, PMP
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Traditional Transactional Sales Process
1. Give ‘em Sizzle
2. Giving Benefits
3. Needs Assessment
4. Dealing with Objections
5. Always Be ClosingImage is a David Koechner in The Goods: Live hard, Sell hard - Paramont Vintage, 2009
fair use of the original if for instructional purposes, provided via IMDB
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Straight-line persuasionFirst, identify Buyers vs. Non-buyers. Don’t waste time with Non-buyers.
Then:
1. Build Rapport
2. Ask Questions
3. Control the Sale in a Straight Line Straight-line persuasion is a copyright of Jordan Belfort, et. al., used, under fair use, for instructional purposes.
Image is Jordan Belfort - May 30, 2010.jpg, by Ralph Zuranski (Flickr: DSC05738) CC BY 2.0 (http://creativecommons.org/licenses/by/2.0) via Wikimedia Commons
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Business-to-business (Strategic)
Sales
The Sandler Sales Method1. Bonding & Rapport
2. Set up an Up-Front Contract
3. Uncovering Pain
4. Talk about Budget
5. Review the Decision Process
6. Demonstrate Fulfillment
7. Post-SalesImage is Mr. David Mattsen, President and CEO of Sandler Training
playback is a fair use of the original, for instructional purposes, provided via sandler.com
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The Dale Carnegie Sales Process
1. Prospecting 2. Qualifying 3. Initial Meeting 4. Needs Analysis 5. Demonstration 6. Proposal/Quotation
Presentation 7. Influencer Approval 8. Key Decision Maker Approval 9. Purchasing Approval 10.Delivery The Dale Carnegie Method is a copyright of Dale Carnegie® Training used, under fair use, for instructional purposes.
Image is Dale_Carnegie.jpg obtained via https://en.wikipedia.org/w/index.php?curid=3495429 under fair use,.
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RFI/RFP-based (Portfolio)
Business Development
What the RFI/RFP Process means to PMs
• Project Managers are frequently drafted into the Business Development process as: • Subject Matter Experts • Review Team Members • RFI/RFP Content Authors
• RFPs set almost ALL eventual Project Expectations, Key Milestones & Deliverables.
...and RFPs often set Labor and Cost Baselines, before you even start.
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The Lockheed RFI/RFP Methodology
1. Proposal Strategy 2. Staff Proposal Team 3. Finalize Proposal Plan 4. Storyboard Response
1st Draft 5. Pink Team Review
2nd Draft 6. Red Team Review
Final Draft 7. Submission
(Optional) Best & Final Response 8. Lessons Learned
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The Lockheed RFI/RFP Response Methodology
The Basic Proposal Process
OpportunityPositioning
PostSubmittalProposal Development/ProductionCAPTURE PHASES
Final RFPDRFP EN FPR
Key Decisions:
BlueTeam
RedTeam
LessonsLearned
EPP
Customer Milestones
Proposal Actions
Proposal ReviewsPink
Team
1st
Draft
Finalize ProposalRqmts &
Plans
BaselineProposal Strategy
Staff Team
PrepStoryboards
2nd
Draft
Final Draft Prep
Mat Review
Print & Deliver
GoldTeam
BlackHat
Bid Submit AwardMidpoint
• Developed by Lockheed in the 50’s • Used widely in Federal/State/Local
The Lockheed RFP Process is copyright Lockheed Martin
used, under fair use, for instructional purposes.
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Large-scale (Global)
Business Development Strategy
Situation
Problem
Implication
Need-payoff
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SPIN Selling is transforming the industry
• Intended for Large-scale Business Development • Traditional sales methods were developed for small consumer
sales • They don't work for large sales • Conventional selling methods are doomed to fail in major sales
• Based on imperial research • 12-years, $1-million dollar research
• Transforming the industry
For further reading, please refer to: Spin Selling: Situation Problem Implication Need-payoff
By Neil Rackham
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What SPIN Selling suggests for PMs
• YOU Matter • PMs naturally become SMEs about the client • PMs can (and should) guide Business Development • The best PMs are (or become) Trusted Advisors
• Business Development Matters • BD can see Strategic challenges that PMs and PMO
cannot • BD can improve the success or your PMO and Projects • Successful BD WILL improve your career
• Those that understand SPIN have an advantage
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Supporting Slides
Guy Kawaski’s 10-20-30 Rule
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Video is Guy Kawasaki’s 10-20-30 Rule Featuring Guy Kawaski,
playback is a fair use of the original, for instructional purposes provided via YouTube
Guy Kawasaki’s 10-20-30 Rule
1. 10 Slides 2. 20 Minutes 3. 30pt font minimum
• Do NOT overwhelm audiences with slides or demonstrations
• Work with professional presenters before presenting to a customers or clients
• Study of the art of effective presentation and performance techniques
Guy Kawasaki’s 10-20-30 Rule is a copyright of Guy Kawasaki used, under fair use, for instructional purposes. Image is Guy Kawasaki, Wikimedia Foundation Board. Photographed at Wikimania 2015 obtained via
https://commons.wikimedia.org/wiki/File:Guy_Kawasaki_at_Wikimania_2015_-_2.jpg under fair use, for instructional purposes.
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Traditional Transactional “Used Car” Sales
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Video is a clip of The Goods: Live hard, Sell hard - Paramont Vintage, 2009 playback is a fair use of the original, for instructional purposes, provided via YouTube
Straight-line persuasion aka "Sell Me This Pen"
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Video is a clip from The Wolf of Wall Street - Paramont Pictures, 2013 playback is a fair use of the original, for instructional purposes, provided via YouTube
The Sandler Sales Method
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Video is What are the key steps of the Sandler Selling Method by Dave Mattson President and CEO of Sandler Training
playback is a fair use of the original, for instructional purposes provided via YouTube
The Dale Carnegie Sales Process
30Video is Warren Buffett praises Dale Carnegie Training
FeaturingWarren Buffett, CEO of Berkshire Hathaway playback is a fair use of the original, for instructional purposes
provided via YouTube
The Lockheed RFI/RFP Response Methodology• Requires a substantial Level of Effort • Also requires Subject Matter Experts
A More Useful View…Kick-off within
~2 Days of FRFP Receipt
W/I 1st 7-10 Days
By Day ~18-20
By Day ~28-30Blue
Team
PinkTeam
RedTeam
“The impossible can always be broken down into possibilities.”~Author Unknown
The Lockheed RFP Process is copyright Lockheed Martin
used, under fair use, for instructional purposes.
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