Published on Saturday, December 20, 2008
Based on my experiences (read: frustrations!) within various organizations’ Professional Services groups, I’d like to take the Project Management concept further and discuss it more in terms of the entire ‘Engagement Management’ scope. I believe that most organizations miss the boat these days by separating Project Management and indeed, the entire Professional Services group, from the Sales process. PMs are not salesmen – except when trying to ‘sell’ necessary change orders – and salesmen are not PMs. I have never had a customer who’s expectations were adequately set by Sales heading into the Professional Services portion of the initiative.
Basically, Engagement Management is a systematic approach that initiates with the sales process and ends with the engagement closing. This typically has an accounting component associated with it – overseeing the profitability of project engagements within an organization.
The Benefits of an Engagement Management organization:
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