http://iet.metastore.ingenta.com
1887

A Professional Services Sales Primer

A Professional Services Sales Primer

For access to this article, please select a purchase option:

Buy chapter PDF
£10.00
(plus tax if applicable)
Buy Knowledge Pack
10 chapters for £75.00
(plus taxes if applicable)

IET members benefit from discounts to all IET publications and free access to E&T Magazine. If you are an IET member, log in to your account and the discounts will automatically be applied.

Learn more about IET membership 

Recommend Title Publication to library

You must fill out fields marked with: *

Librarian details
Name:*
Email:*
Your details
Name:*
Email:*
Department:*
Why are you recommending this title?
Select reason:
 
 
 
 
 
Troubled IT Projects: prevention and turnaround — Recommend this title to your library

Thank you

Your recommendation has been sent to your librarian.

An effective quality assurance (QA) function can detect many but not all of the potential root causes. But leaving QA to detect the issues and risks of a bid is an indictment of the professionalism of your business. It is everyone's responsibility to de-risk a project. The vendor should discuss buyer-induced root causes with the potential buyer and suggest ways of de-risking the project. Strategies might include: for a 'full scope' development, breaking the project into a number of phases, starting with a requirements definition phase; phasing delivery of a complex project to provide a number of software 'drops'. This provides usable functionality early and early proof of project viability; the concept of a 'pilot' or 'proof of concept demonstrator' to enable requirements to be honed or infrastructure to be proved before more substantial in vestment is made. 24 out of the 40 root causes of troubled projects can be detected and prevented at the bid stage, given a professional approach by all in the business. A strong and independent QA function can detect most but not all of these. The sales pipeline is a leaky one. Your sales people need to work hard at lead generation and opportunity generation to provide sufficient new business op portunities for your business to grow. You can't afford to rely solely on follow-on business. Good qualification of the potential opportunities increases your conversion rate and filters out many potentially troubled projects.

Inspec keywords: project management; procurement; software engineering; quality assurance

Other keywords: sales pipeline; lead generation; professional services sales primer; troubled projects; project viability; procurement strategy; proof of concept demonstrator; quality assurance function; proof of project viability; phasing delivery; buyer-induced root causes; software drops; opportunity generation; requirements definition phase

Subjects: Business and administration

Preview this chapter:
Zoom in
Zoomout

A Professional Services Sales Primer, Page 1 of 2

| /docserver/preview/fulltext/books/pc/pbpc003e/PBPC003E_ch4-1.gif /docserver/preview/fulltext/books/pc/pbpc003e/PBPC003E_ch4-2.gif

Related content

content/books/10.1049/pbpc003e_ch4
pub_keyword,iet_inspecKeyword,pub_concept
6
6
Loading
This is a required field
Please enter a valid email address