The Value of Project Management: How to Communicate it to Sales

Posted by James Cho on 12/14/16 5:00 AM

At TSIA, we've received a lot of inquiries from our members who are having a hard time selling project management with their professional services engagements. In looking at our data and speaking with services sales people, we've found that this issue is just one part of a much larger problem: the value a mature project management capability can bring to a project is not being fully understood on both sides of the deal. After all, if the value of project management isn't being communicated to sales, how can they be expected to convince your customers they need it?

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Topics: professional services, sales, project performance, project management, project manager

4 Things You Always Wanted to Know About Professional Services (But Were Afraid to Ask)

Posted by Bo Di Muccio on 2/12/15 6:30 AM

At TSIA, we are in constant communication with our members through surveys, conferences, and frequent one-on-one conversations. In my talks with our professional services members, there have been four frequently asked questions that continue to come up. I’d like to take this opportunity to answer some of the top questions I receive about project performance, pricing, sales models, and the technology and tools you should be using in your professional services organization. 

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Topics: professional services, project performance, project management

Improving Project Performance by Creating Best in Class Projects

Posted by Bo Di Muccio on 11/20/14 6:30 AM

If there is one constant in technology professional services (PS), it is the desire to improve project performance. With few exceptions, that is the one motivation all PS executives share. The reason for this is simple: the vast majority of PS delivery occurs in the form of projects, rather than as a continuous service. It stands to reason that PS managers are constantly seeking to understand and enhance project performance.

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Topics: performance management, professional services, project performance

Attain Real Visibility to Drive Predictable Performance

Posted by Steven Sexton and Robert Armour on 4/22/13 3:41 PM

Business leaders are under extreme pressure to increase their contribution to overall business profitability revenue growth and customer success. Unfortunately, they struggle to deliver greater financial return without the visibility to understand current and future performance, pinpoint opportunities for improvement, and stop repeating mistakes. The result is services leadership trying to bail a boat with a leaking bucket and rough seas still to navigate. 

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Topics: performance management, automation, value proposition, professional services, project performance, professional services automation (PSA)

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