Максим Євдокимов “Project Managers in presales” Kyiv Project Management Day
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This document discusses presales and its importance for project managers. Presales involves qualifying projects, clients, and needs in order to propose solutions and pricing models. The objectives are to build trust, demonstrate expertise, and understand requirements to prepare a proposal. Effective presales requires knowing the client's needs, focusing on solutions over details, defining success criteria, and agreeing on roles and responsibilities. Presales sets the foundation for a successful project engagement and is crucial for project managers.
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Максим Євдокимов “Project Managers in presales” Kyiv Project Management Day
- 1. A part of Nordic IT group EVRY 1 A part of the Nordic IT group EVRY Maksym Evdokymov Presales in Project Management Head of Application Management @ Infopulse maksym.evdokymov@infopulse.com Kyiv Project Management Day
- 2. A part of Nordic IT group EVRY 2 Meet Maksym Evdokymov 2007 Project Manager and Analyst First commercial experience in an outsourcing company 2008 SoftServe Project Coordinator 2009 Own business Small custom solutions development studio 2011 Luxoft Product Owner and Functional Analyst 2012 Ciklum Head of Technical Business Consulting 2017 Infopulse Head of Application Management
- 3. A part of Nordic IT group EVRY 3 What is Presales ?What is PreSALES ?
- 4. A part of Nordic IT group EVRY 4 What is PreSALES ? What is preSALES ? WRONG!
- 5. A part of Nordic IT group EVRY 5 What is SALES ?
- 6. A part of Nordic IT group EVRY 6 Opportunity Presales Sales Development Project Engagement Path Actual Project Legal and bureaucracy Plan how we will work General information about client’s need
- 7. A part of Nordic IT group EVRY 7 Presales Objectives & Artefacts ➢ Qualify the project ➢ Qualify the client ➢ Build trust ➢ Show area expertise ➢ Identify & understand client’s need ➢ Find, propose and agree on Solution ➢ Agree on Engagement and Pricing model ➢ Prepare the Proposal Value Proposition
- 8. A part of Nordic IT group EVRY 8 Presales for Project Managers
- 9. A part of Nordic IT group EVRY 9 How to be efficient in Presales ➢ Know your shi thing ➢ Strive to solve the problem ➢ Behave professionally ➢ Do what you promised to do ➢ Be easygoing ➢ Focus on solution ➢ Don’t focus on unimportant details ➢ Focus on important details ➢ Think how you will deliver this ➢ Ensure you speak the same language ➢ Provide negative scenario examples ➢ Define success criteria ➢ Agree on Roles and Responsibilities ➢ Plan how you will follow your plan ➢ Be lucky :)
- 10. A part of Nordic IT group EVRY 10 Thank you for your attention! Got questions? https://www.linkedin.com/in/maximevdokimov/ Please follow these simple rules: (a) Feel free to ask a question (b) If you send connection request, please spend 5 minutes to write 20 words explanation (c) Endorse my skills :)