Just a place to write
During these last 2 months I have done 5 proposals, 3 business cases, and some presentations to the customer attending some potential needs they have. The result? Zero contracts. Last week an old database were causing problems on production due to a change on the amount of redundant users they now are enabling. We have a … Read more
Client has needs, the most important thing is detect the ones that they really are willing to invest on them. For sure I have not that all that information. But there are ways to work on this. If you get the 100% of these “needs”, the client is aware of some of them, but there … Read more
I’m so happy now, Yesterday we delivered a package about 32 kilos of papers that represent phisically the answer to the RFP we have been working since April. Last 10 weeks have been amaizing, it’s the first time I have enrolled a work like this and it means that I have learnt a huge amount … Read more
I have been reviewing the client value cycle empathy guide used by our methodology, and one of the key elements they repeat and repeat is: “Understand the buying process, not the sales process.” Easy? Yes, but they remind you are going to forget it 🙂
This post has help us to review the different solutions provided by the big vendors of PMO industry. We do not provide a closed or software solution, what we provide is a customized solution compose by processes, people and tools. Tools, this was one of the things that appeared in the SWOT analysis we performed. … Read more
Working on proposals, RFPs, RFIs, is something that is necessary to do in order to get contracts, but always evaluating the goodness of the opportunity. When you enter to play this game we focus on 2 major factors, the assessment process and the client. The assessment process tells us if we can do the job … Read more