This presentation comes to you from International Project Management Day 2013 - the annual global virtual summit from IIL that brings together business and technology leaders from around the world to discuss the latest trends and methods in business, leadership and communications. To view the accompanying video keynotes and presentations connect to the event here bit.ly/1blJSkE or purchase the DVD collection http://bit.ly/1fZ9Yc0

1. Harmonizing Sales and Project
Management
Wolfgang Wendl PMP, CSM
©2013 International Institute for Learning, Inc., All rights reserved.

3. Sales – the Situation
… the most measured people in an organization.
To achieve their objectives, salespeople focus on being positive about
every aspect of their life …

4. PMs – the Situation
… the most transparent people.
To achieve their objectives, PMs take a view
of all risks and issues about every aspect of
their life …

5. … that’s why there is

6. … but there is also
?

7. How Sales Can Add value to PM
1.
Educate Project Managers
2.
Facilitate direct contact between PM and customer
3.
Provide accurate information in customer communication
4.
Give PM a heads up on your real needs (early enough)

8. How PM Can Add Value to Sales
1.
Clearly define what other Team Members can and can’t tell about the project
2.
Supply sales with useful information
Listen actively
Interact with Sales regularly and fast
Be honest and creative
3.
4.
5.
7.
Use Sales to communicate with the customer
Don’t offer services for free
8.
Plan in time to support Sales
6.

9. What about the organization?
1.
Include Sales Cycle in the Delivery Cycle
2.
Incentify Sales for well defined hand-over to PMs
3.
Incentify PMs to sell solutions via Sales
4.
Manage the structural conflict actively
5.
Having a vision and strategy that is clear and understood

10. Questions?

11. Intelligence – Integrity – Innovation
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