Sales & Marketing Alignment: How to Synergize for Success
The 3rd skill set presentation to metro boston
1. The 3rd Skill Set
Project Activities Between Hard & Soft Skills
David Kershaw
VP, Cloud Services
Altova GmbH
djk@altova.com
2. Hello!
• PMP. 20 years organizing teamwork.
• Software projects
• Mainly startups. Also some large firms
• Co-manage the MetroNorth Roundtable
3. What Are We Talking About?
Hard
Soft
Monte Carlo Simulation
PERT Estimation
Critical Path
EVM
Leadership
Emotional Intelligence
Difficult Conversations
Negotiation & Persuasion
5. The Problem With Soft Skills
• No clear agreement on what they are
• Hard to assess skill level and train
• Consistent application unlikely
• Expert application no guarantee
6. Wait, Why The Animals?
• Not known for soft skills
• Don’t have hard skills
• Extremely effective teamwork
7. 3rd Skill Set: Team Operations
• Structures
• Processes
• Information
8. What’s The Cool Part?
• Easy to learn and apply
• Relatively consistent impact
• More consensus on what, how and why
• Broadly applicable
9. Give Me Something I Can Use!
1. Clear team definition
2. GRPI
3. Codified rules and values
4. Structured decision-making
5. Management by responsibility
6. Channeled task-based collaboration
7. Common language
10. What Do I Do With That?
• The bullets are a blueprint
• Use in roughly the order listed
• Several are validated by the PMBOK
11. The Core: G. R. P. I.
• A hierarchy of needs
• Triage is easier higher up
• Impact in a Pareto series
• Don’t focus on interpersonal stuff
Goals, roles, processes, interpersonal
