Facilitating Business Growth through IT Project Management.ppt

? Copyright Contact to ContRact Ltd, 2002 Facilitating Business Growth through IT Project Management Nick Durrant Managing Director Objectives Message: Project Management is key to developing a positive brand and a growing business Agenda Session 1: Requirements for growing an IT business How PMs can facilitate growth The PM as part of the sales team Session 2: Why does IT fail? A simple project management framework Action list for growing IT organisations Commercial Character To grow an IT business To grow an IT business IT is a skills business Methods of working or processes: Scalable Clear Easy to access Pragmatic processes PM is a vital part of the team To grow an IT business Define Market Sell Deliver Support Manage PM as part of the Sales team The customer Selling styles Buyer perception model Moments of truth Letters Sales presentations Project meetings Technical papers Invoices Reference visits Proposal documents Appointments Joint planning session Telephone calls Project meetings Reception Buyer perception model Summary 1 Good Project Managers are critical to a growing company… But in more ways than most people think… Embrace your PMs Intermingle with the Sales team Acknowledge that some of their time should be “off-charge” for selling Teach them to communicate in customer’s language Invest in presentation skills Invest in consultative and team selling skills Q A Facilitating Business Growth through IT Project Management Nick Durrant Managing Director Agenda Session 1: Requirements for growing an IT business How PMs can facilitate growth The PM as part of the sales team Session 2: Why does IT fail? A simple project management framework Action list for growing IT organisations Why do IT projects fail? What is a successful project? A project which: is on time is on budget is in accordance with the specification has a happy customer What is a failed