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Introduction to Selling EPM Solutions
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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 |
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1.1 The Integrated Project Management Model
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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
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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
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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
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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 |
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2.1 Accessing Stakeholders and Decision Makers
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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
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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
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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
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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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