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Introduction to Selling EPM Solutions

  The introduction provides a brief overview of the 8 modules in this Microsoft productivity webcast.

Viewing time: 12 minutes
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1. Understanding Enterprise Project Management


1.1 The Integrated Project Management Model

  This first module introduces participants to the integrated project management model. The linkage between project, program and portfolio management disciplines is discussed as well as their complementary practices encompassing process, people and tools.

A brief overview of the project management lifecycle, spanning project initiation, planning, execution and closeout is covered. The key elements of program management are also covered, including scope integration and interface management. The module concludes with an outline of why and how organizations need to structure interdependent projects and programs to define and successfully execute any portfolio.

Viewing time: 15 minutes
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1.2 The Challenges of Strategic Execution

  The best strategic planning in the world is of no value if the organization is not prepared to execute strategy proactively, in real time, through a robust and flexible implementation capability. While much management attention has focused on achieving operational excellence, increased performance ultimately demands flawless execution - superior enterprise project management.

This module examines the organizational pain points in designing and managing project portfolios. Several examples drawn from IPS industry experience, surveys and research are studied to deduce lessons learned from both successes and failures. The session culminates with some insights into what drives project portfolio management implementation most effectively, considering process, organizational and tools standpoints.

Viewing time: 48 minutes
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1.3 The Power of the Project Portfolio

  This module focuses on the core of effective strategic execution across the organization. While business opportunities may offer the promise of greater profitability and market share, they also carry the dangers of lost focus and poor allocation of scarce resources. Limitations on investment and human capital mandate that executives thoroughly understand the requirements of the proposed projects in their portfolio and make the tough decisions needed to balance that portfolio in alignment with their strategic objectives.

During this engaging session, participants will discover a fact-based, best practices process for implementing strategy through project portfolio management. The module will cover techniques for determining the correct mix of projects, establishing and communicating project priority, and enforcing portfolio decisions. In addition, a portfolio process-tools matrix approach is presented, highlighting Microsoft Project coverage and solution extension opportunities, and tied to increasing organization maturity in project management.

Viewing time: 38 minutes
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1.4 The High Performance Project Office

  At the core of modern portfolio management, is the ability of an organization to generate and consolidate accurate project data, channel the right information upward for management action and disseminate decisions across the project community. The project office is the mechanism for achieving this, yet few organizations properly understand or leverage this key component of implementation excellence.

This segment explores the rationale for creating a centre of project management excellence and discusses alternative types of project support structures. The critical role of the project office in designing support solutions and making software tools operational and scalable to meet crucial productivity needs will be covered. The session includes examples of the dramatic performance gains the high performance project office can drive organizations to achieve, when the right people implement the right tools.

Viewing time: 42 minutes
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2. Selling Enterprise Project Management


2.1 Accessing Stakeholders and Decision Makers

  Between identifying opportunities for selling an EPM solution and getting access to the right decision makers lies a myriad of potential pitfalls. Without the appropriate solutions and interactions, enterprise project management prospects quickly become disinterested. The key to success is a series of well crafted attention grabbing initiatives and tailored offerings -with rapid follow through.

This module begins by identifying key stakeholders and decision-makers and highlights examples of differential selling tactics at various organizational levels. The importance of project information gathering, the right messaging, and experience based insights, is illustrated as the foundation for an effective portfolio sales strategy. Overcoming potential PMO and IT road blocks to executive level dialog is addressed, and guidance will be provided on gaining and leveraging bottom up influential support and managing top down objections and misconceptions.

Viewing time: 58 minutes
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2.2 Presenting Enterprise Project Management Solutions

  While there may be many stakeholders in the implementation of enterprise project management, the reasons for adopting an enterprise solution fall into a few well defined categories. Presenting solutions therefore demands a full understanding of the various buying drivers, in order to tailor presentation and dialog to an organization's specific needs.

This module examines the common rationale behind why organizations invest in portfolio management and provides an overview of the framework and content of a well molded presentation response. An introduction to implementation roadmaps will be offered, which link incremental activities and results to aspirations, goals and objectives.

Viewing time: 40 minutes
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2.3 Costs and Benefits of Enterprise Project Management

  Powerful environmental forces and internal resource constraints shape the choices industries and businesses make in investment decisions. Yet without a rigorous and quantitative approach, decisions as to whether to invest in enterprise project management or not are frequently restrained, and remain emotionally biased or purely qualitative at best. This module provides insight firstly into the cost drivers behind a portfolio management initiative, and subsequently into identifying the measurable benefits post implementation.

Based on IPS' own experience in several long term custom engagements, this session will introduce participants to the key elements of portfolio management cost-benefit analysis. The contributing factors determining both operational expense and organizational benefit will be exposed and techniques for quantification of intangible benefits introduced. The crucial linkage with project management maturity measurement will be discussed, combined with an overview of goal setting, gap analysis and resultant ROI calculation.

Viewing time: 23 minutes
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2.4 Accelerating the Sales Cycle

  Enterprise project management services typically involve lengthy sales cycles because of the scale and complexity of involved solutions, as well as the scope of impact and affected stakeholders. Without effective management, the sales momentum risks declining or stalling.

This final module introduces the hooks and other acquisition tactics that can be used to provide impetus in penetrating new accounts, as well as opening new opportunities in existing clients. Small but scalable initiatives that produce tangible and measurable results help to engender buy-in and stickiness, and create an influential power base. Participants will be introduced to a series of tactics and mini-solutions that combine portfolio management process, skills and software to accelerate the sales cycle at the enterprise level.

Viewing time: 32 minutes
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