Preparation

Published by Danijel Crncec on

Behind every good project there are lot of different phases even before project starts. For example, simple thing called Sales process is there and lasts. Sometimes sales process seems like lasting forever and sales people often remind themselves on “Neverending Story” and Bastian Baltasar Buchs.

Sales process is, when analyzed properly, very simple. You have only small number of variables which have to be known for sales process. Lot of these variables are boolean; for example, does customer has a for your service or product? Is there budget for your stuff…

Getting everything in place is nice and easy. Just have to prepare everything right. But sales process very often is little bit more complicated than just filling variables. Preparation for filling this is crucial. Without good preparation of every single phase of sales process you cannot count on anything.

Yesterday I had sales meeting with large financial institution. It was my first contact with them. Our partner is working with them for a years now.

Meeting lasted for an hour or so. Next week we are starting Proof of Concept phase of project. Partner prepared everything almost if not perfect. They prepared myself, prepared customer.

They should write a book about this single example. Preparation 101.

Danijel Crncec

Danijel Crncec

Danijel Crncec is freelancer with focus on business process management, productivity and project management. Usually he is working for different type of financial institutions on regulations or with small start ups help them organize themselves and select right tools for getting work done. During career he was dealing with all kind of different products in different industries (from financial to shipbuilding), primary as a project leader or other key position (quality management, delivery management...).

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Danijel Crncec

Danijel Crncec

Danijel Crncec is freelancer with focus on business process management, productivity and project management. Usually he is working for different type of financial institutions on regulations or with small start ups help them organize themselves and select right tools for getting work done. During career he was dealing with all kind of different products in different industries (from financial to shipbuilding), primary as a project leader or other key position (quality management, delivery management...).

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