Sample text from one of our
courses:
Sam was a project manager who worked very hard.
He put in 12 hour days, and he tried his best to please the customer.
Sam's project turned out to provide the largest single loss to his company,
and the customer was extremely upset.
Five years later, the company talked the customer
into doing a similar project.
This time, Pam was the project manager. The first
thing she did was pull out the files from the old project.
She noticed the Terms and Conditions (T&Cs)
set up unrealistic expectations and held her company hostage to the
whims of the client's project manager. The T&Cs included several
customer review cycles, none of which stopped the clock on her company's
project obligations.
Pam negotiated new T&Cs that held the customer's
feet to the fire to achieve overall project completion.
When Pam suggested this before meeting the customer
to negotiate those T&Cs, the salesman was horrified. Pam explained
that the customer's review cycle was part of the project timetable,
and if the customer could be a wild card then she would refuse to do
the project.
She then laid out a strategy for getting the customer
to agree.
As a result of Pam's new T&Cs, the project came
in far under the projected cost - which was based on the salesman's
estimate.
This turned out to be the company's most profitable
project ever. And, the customer was delighted with the on-time delivery.
As a result, that customer booked several more projects
- each of which had multi-million dollar valuations. Pam worked 40 hour
weeks for the duration of that project and for subsequent ones. When
various managers criticized Pam for "leaving early," she asked
them which part of her profit increase they objected to.
This is a true story, though the names are fictional.
In this lesson, we'll look at the tools, techniques,
and concepts you need to learn to ensure you have successes like Pam's,
rather than humiliations like Sam's. |