Founder of IT-Tuning
20 years IT experience. Founder of IT-Tuning – processes audits for transforming companies; process/project management implementation and improvements; custom corporate training/facilitation programs.
CTO at TEAM International.
Co-founder of training center AdvanceIT – advanced courses for IT managers.
Leading role in CMMI L3 implementation: Quality Management System development and implementation, employees trainings, evaluation procedure.
Certifications: Project Management Professional (PMP), ISO 27001 ISMS
TOPIC: What blocks pre-sale, cooperation and acceptance?
This presentation looks at major problems a company does when it is trying to sell its services, when it does actual work, when it tries to get customer acceptance in the hopes to get paid. The conclusions here are done based upon numerous process/organizational audits the speaker has conducted in growing companies of 30-150 people size. The problems and their causes lie in the middle between Sales, Business, Project management, Contractual support. And because of that they very often do not have a responsible (guilty :)) person.
We’ll talk about the following:
Difficulties explaining your Proposals to customers (selling)
Un-specified rules of the game (doing)
Struggles with acceptance (getting paid)