Many company project managers often ask, from the project manager from start? Does the project manager should participate in the work before the contract signage, such as the preparation of the project proposal, contract negotiations, etc. Sometimes we will also hear such a complaint: the contract is signed, the implementation must start, but as the delegated project manager, for the project background, customer information is nothing to know, I don't know the importance of the company. . When they spread the contract, they may be surprised to find that some of the commitments promised at the contract will not be implemented.
The project has not started, just change the plan
A project manager once talked about his experience. When he served as a project manager in an IT equipment manufacturing company, the sales contract often contained the commitment to project implementation progress. When the contract is signed, the customer may be a steady purpose, and the progress requirement is always inch. Sometimes it is promised to deliver the entire system within 1 month after the contract signage. According to the company's project experience, from the design plan, a series of works in the plan, to the order, receipt, installation, and commissioning, etc., 3 months. Later, the project manager learned and discovered that the on-site environment that the customer needs to prepare is far from being ready for a month, such as: Which electrical operator has not decided to provide an external intervention, and the new device is There is no final determination where it is placed ... In this case, the primary thing after being officially appointed is to analyze the actual situation, and to persuade customers to agree to amend the contract on the project implementation schedule, signing A project change file.
Project destined failed
There is also a project manager after picking up a project, he immediately looked through the contract, he found a new feature to occupy the flash position in the contract, and promise that the customer can debugging in an important festival of the coming and be a public demo. . The project manager clearly knows the new function of this company push, and is a second on-site testing, and it is optimistic that at least 3 months can be completed. This impractical commitment to the project has enabled the project manager from being passive from the first day of the project. He needs to be responsible for the commitment to others, and it is necessary to condemn the mistakes for others during the implementation of the future project implementation. Like many project managers say that when summing up their project failed, "the project objectives are impossible. Drop the goal of such an unrealistic goal, even if it is hard, it can only be destined to fail."
Does the project manager participate in the event between contract signing
Although different companies will define the responsibilities of the project manager according to their own characteristics. However, according to PMI's "Project Manager Knowledge System Guide" and requirements for project management professionals can be seen that the project's strength is more focused on project planning and implementation. The main task before the contract signage focuses on customer relationship management, market analysis, business management, contract negotiations, etc., these are not the strong project manager.
The appropriate way is:
The work before the contract signage is dominated by the sales manager, and is completed by the business manager, technical support, project manager and other relevant personnel;
The project manager is responsible for signing from the contract, and implements the customer project according to the contract, and obtains the work contained in the process of customer acceptance;
After the project implementation, the project product is officially delivered to the customer, and the support service of the project product is handed over to the special customer service team.
Does the project manager participate in the activities before the contract signing, depending on whether this participation can help the successful signing of the customer contract and the successful implementation of the customer project.
The main significance of project managers' participation in pre-sales activities is to accurately understand and grasp customer needs, establish customer relationships as soon as possible, and make full paving for project implementation. In addition, the project manager evaluates the potential risks in the project according to the objective conditions of customer needs and the estimated project implementation, and proposes project accuracy, project technical feasibility, project cost estimates, etc., in the process of business negotiations and contracts. Provide a basis for the sales manager.
Project manager's main project management activities in the pre-sales phase
In the pre-sales support phase, the main project management activities include: understanding the project background, participating in the feasibility assessment of the project technology solution;
Estimate the cost of project, propose a basis for project security;
Estimate project progress based on project programs and customers;
Evaluate potential implementation risks in the project based on experience and project specific conditions;
Participate in business negotiations to support the sales manager.
