How Presale and Client Engagement Works
Is Presale always called Presale, or what if we tell you that you do it every time you start a project, and don't even realize it? How to avoid situations where our client is insolvent, not serious, or working in an “unprofitable jurisdiction”.
✓ Presale: stages, mechanism of work.
✓ Organization: types of companies, types of a Presale process.
✓ First steps: Lead Qualification, potential scope of work, approach, and flow communication.
✓ Inquiries: RFI. RFQ, RFP, RFB.
After the class, you will learn how to properly qualify the client and build a plan for the future work of the Pre-Sale team.
Gathering requirements and managing expectations
Figuring out who decides whether a project gets done or not. Figuring out what to do when a project is not 100% within the capabilities of the team. Learning to win over and manage customer expectations. We will learn to work with clients with or without a technical expertise, past experience, urgency.
✓ Requirements elicitation, UML, StoriesOnBoard.
✓ Technical qualifications: preliminary solution design and technical limitations.
✓ Evaluation: decomposition, alternatives and risks, price negotiation.
✓ Expectation management: types of customers, manipulation, errors.
After the class, you will learn how to identify requirements and manage expectations of different types of stakeholders, conduct an initial technical review of the project and be sure that the team completed the project.
Planning and Budgeting
Figuring out how to plan a project so that the Delivery team can get it done on schedule. Learning how to manage Pre-Sale processes depending on the type of contracts. Budget Calculation.
✓ Project Scope: Discovery, WBS, Feature List.
✓ Engagement models: Fixed Price, Time & Materials, ODT, Outstaffing.
✓ Budget: planning, calculation, buffer.
✓ Risks: technical, process, budget.
After the class, you will learn how to quickly identify Project Scope, select and argue a contract, and plan a budget for a future project.
Managing a Presale Team
Learning how to assemble and coordinate a Presale team. How to prevent Sales Managers from selling impossible things, Delivery Manager from giving up opportunities, and Project Manager from handing over unrealizable things.
✓ Pre-Sale team: roles, responsibilities, organization.
✓ Communication: Sales, Delivery and Project Managers.
✓ Results: business and customer approval.
✓Tips & Tricks: how to act when the team is small.
After the class, you will learn how to assemble and communicate within the Pre-Sale team in order to verify a result the management and the customer will be satisfied with.
Writing and presenting a Proposal
Let's discuss what your Proposal should consist of to be convincing for the client. We will learn how to justify the risks and technical limitations of the project on paper, so that the client believes you. We'll look at examples of ready-made Proposals.
✓ Executive Summary: Case Study and advantages of the company.
✓ Needs: business goals, drivers, and Project Scope.
✓ Solutions: Delivery Approach, architecture, and risks.
✓ Pricing: team, budget, incremental costs.
✓ Terms and Conditions, Risks, Appendices.
✓ Approval: Sales Manager, Architecture, technicians, lawyers, management.
✓ Preparation for Presentation: Format, Dry-run, Tips & Tricks.
After the class, you will learn how to write and coordinate a Proposal for a project at Presale, to prepare a presentation to persuade the client to agree.
Presentation and dealing with objections
All the past work is meaningless if you have failed to convince the client. We will analyze the visual and semantic presentation of the solution to the client. We will learn how to work with the most common objections “expensive”, “long”, “evaluate without Discovery” and others.
✓ Presentation: participants, conducting, visual part.
✓ Customers: types, approaches, objections, up-sales.
✓ Objections: processing, persuasion, honest manipulation.
✓ Handing over the project to Delivery.
After the class, you'll learn how to present your team's solution to the client and work with the most common objections to help the Sales Manager convince them to work with you.