Www.truesolutions.com. GETTING GIVING THE MOST FROM YOUR PEOPLE THE MOST TO YOUR CUSTOMERS HARNESSING THE POWER OF MANAGEMENT PROJECT.

www.truesolutions.co

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GETTING

GIVING

THE MOST

FROM YOUR PEOPLETHE MOST TO

YOUR CUSTOMERS

HARNESSING THE POWER OF

MANAGEMENTPROJECT

PMO View From Cruising Altitude

Harnessing the Power of Project Management

Learn how your organizationcan move from:

Flat to extraordinary

Cost center to profit center

Over-staffed to lean

Over-budget to cost effective

Sales slump to sales goals

Harnessing the Power of Project Management© 2011 Wes Balakian, PMP CEO True Solutions Inc.

Improve business results

Maximize profitability in any economy

Increase productivity without capital investment

Expand human capital effectiveness

Excel at customer satisfaction

Deploy effective, results-driven business processes

How you or your company will benefit from this:

Working in a Change-Centric World

Corporate globalization Multinational products Cultural differences and needs Maturing of project management as a function and a profession

Productivity and efficiency demands “Do more with less” Mergers and acquisitions Flatter, leaner organizational structure Team environment

“I need it yesterday” mentality – the new REALITY!

Business partner

Consultants

• What holds them together?

• What makes them work?

• Who knows how to manage them?

Projects are how Organizations Manage Change

Sales


Part 1: Getting the Most from Project Management

Part 2: Getting the Most from Your People

Part 3: Giving the Most to Your Customers


Part 1: Getting the most from Project Management

Discovering a good thing in a bad economy

How to solve the four biggest problems plaguing CEO’s

Modern project management

Getting the Most from Project Management

Project Management is A Good Thing in a Bad Economy

In an economic crisis, project management can fulfill its primary purpose: To put a viable, consistent system in place.

Using proven methodologies allows you to predict project schedules, costs and requirements – this is vital when no organization can accommodate budget overruns or product delays.

Competition in this economic climate requires optimum performance and measurable results. Project management can provide those things to allow success even in difficult times.


Solve the Four Biggest Problems Plaguing CEO’s

1. Failing to deliver on time

2. Not enough sales

3. Failing to hire & retain talent

4. Failing at managing change

Successful CEO’s realize that regardless of the

economy at a given time,

Project Management is indispensable.


Modern Project Management

Predictable results

Repeatable delivery times, and budgets

Scalable delivery models

Consistency in project deliverables

Business acumen

VALUE

PROJECT MANAGEMENT

TRAINING

SKILLS TRAINING

LEADERSHIP TRAINING

Value Delivers Results


DELIVERS

REPEATABLEBUSINESS PROCESSES

COMMUNITY TRANSFORMATION

BUSINESS PROCESS OPTIMIZATION



RESULTS

CORPORATE STRATEGY

CORPORATE GOALS

STRATEGIC ALIGNMENT


VALUE


DELIVERS

PROJECT MANAGEMENT

TRAINING

SKILLS TRAINING

LEADERSHIP TRAINING

REPEATABLEBUSINESS PROCESS

COMMUNITY TRANSFORMATION

BUSINESS PROCESS OPTIMIZATION

RESULTS

CORPORATE STRATEGY

CORPORATE GOALS

STRATEGIC ALIGNMENT

EQUALS

+

SUSTAINABLE SCALABLE

REPEATABLE PREDICTABLE

INSTITUTIONALIZATION CULTURE CHANGE

BUSINESS SUCCESS

+Value Delivers Results


How do you determine where you or your organization is regarding:

1. Capabilities

2. Skills

3. Maturity

4. Experience

5. Knowledge

6. Application

7. Comparison with your competition

Training Needs Assessment

Project Characteristics Most Important Second most important

Third most important Fourth most important

Fifth most important

1. Very large project (large

scope)

Leadership Relevant prior experience

Planning People Skills

Verbal Communication

Strong at building teams

2. A project with high uncertainty

Risk Management

Expectation Management

Leadership People Skills

Planning

3. A very novel project; considerable innovation required

Leadership People Skills Has vision, purpose, goals

Self Confidence

Expectation ManagementListening

Project Management Skill and Competencies in the context of a Project Characteristic


Part 2: Getting the most from your people

The CERT-ified Art of Communication

The Path to Heaven is Paved with Good Retention

The Stuff Dream Teams are Made of

Handling Human Capital and Re-Sourcing Your Success

C.E.R.T. Intelligence:

Many, if not all, projects are global.

Why is it so important to have CERT-Intelligence?

Collaboration

Management

EmotionalEmotional

TacticalTacticalRelationshipRelationship

CulturalCultural

Success

Opportunity

C.E.R.T. Intelligence: Cultural

EmotionalEmotional


CulturalCultural

Collaboration

Management

ProjectProjectss

Success

Opportunity

Barriers to Cultural Intelligence

10.

9.

8.

7.

6.

Language differences

Time zone disparities

Lack of training on managing effective virtual teams

How technology can help OR hurt

Misunderstood personalities / emotions / social and business norms

Barriers to Cultural Intelligence

5.

4.

Team members who are unsure of specific expectations

Lack of awareness of cultural differences – ignorance is NOT bliss in the customer’s eyes!

Vague or inconsistent understanding of project goals / charter

Teams without cohesion / focus

3.

2.

1. COMMUNICATIONS!

Getting the Most From Your People

CulturalCultural

RelationshipRelationship TacticalTactical

EmotionalEmotional

The CERT-ified Art of Communication

Idea Encoding

IdeaEncoding

Decoding Meaning

DecodingMeaning

Sender Receiver

Sources of Perceptual Differences

CommunicationsCommunications

CommunicationsCommunications

Idea Encoding

IdeaEncoding

Decoding Meaning

DecodingMeaning

Sender Receiver

Distraction/Perceptual Differences

Message (initiated)

Message(feedback)

Distraction/Perceptual Differences

Shared Experiences

Field of Experience Field of Experience

Sources of Perceptual Differences

ValuesPersonalities

WordsJudgments

Emotional Intelligence: Leadership

Maintain a clear vision that encourages people to align with you

Create an environment where people want to be responsible

Clearly describe what is necessary for “quality” performance

Transfer responsibility to the people who do the work

Set an example and challenge people to continually learn

Relationship Intelligence: Interaction!

Relationship Intelligence empowers professionals to uncover, extend and leverage their relationships – commonly called “networks”.

Relationships include:

You and management

You and your team

You and other managers, suppliers and stakeholders

You and your friends, family and acquaintances

RI is a corporation-wide asset that reveals complex connections between:

People and companies

Experience and expertise

RI transforms who and what we know, into new revenue opportunities!

An organization’s most valuable assets are the relationships it nurtures with clients and contacts.

C.E.R.T. Intelligence: Tactical

EmotionalEmotional


CulturalCultural

Collaboration

Management

ProjectProjectss

Success

Opportunity

C.E.R.T. Intelligence: Tactical

Tactical Intelligence is the Art and Science of determining what the opposition is doing, or might do, to prevent the accomplishment of your mission/objective.

How things “get done” – or don’t!

The process behind meeting the objectives of a project

The actual work required to go from “as is,” to “to be” - in other words, from “idea” to “invoice”

Knowing what your team needs, why they need it, and when they need it, to keep the project moving.

CERT-Intelligence: Now you have it!

If you don’t cultivate an astute sense of awareness and appreciation for other cultures and their attitudes, behaviors, and beliefs, you could end up jeopardizing your chance for cross cultural success – a dangerously high risk in a global world.

Without a clear vision and a strong sense of emotional leadership – which comes from having a well-honed emotional intelligence – your team isn’t going to follow you.

Your organization’s most valuable assets are the relationships you nurture and maintain with your clients and contacts. That’s the reason knowing how to handle these all-important relationships is key to your success.

Tactical intelligence is pretty basic: “You know what you need to get done; now do it.” You put your vision to action and make sure your people are doing what they’re supposed to do.

The Importance of:

Cultural Intelligence

Tactical Intelligence

Relationship Intelligence

Emotional Intelligence

Getting the Most from Your People

The Path to Heaven is Paved with Good Retention

Hire the best Have multiple people involved in hiring decisions Define roles and responsibilities Provide a vision of current and future opportunities

Retain proven talent Clear role delineation Map out a clear career path Motivate your assets Invest in their success Create environments where they can thrive

Getting the Most from Your People

Handling Human Capital and Re-Sourcing your Success

Resource Optimization

The purpose of planning is to understand what your resources are, how you can best use those resources, and when you ought to do it.

Resource Automation

Have a system to track your resources optimization

Invent an inventory of skill sets

Responsibilities matrix

Measure and control these assets


Part 3: Giving the most to your Customers

Back to Basics: Increasing Sales

The Secret of Becoming Slim & Trim: Shortening Delivery Times

At Face Value: Improving Customer Satisfaction

An Involved Customer is a Happy Customer

Giving the Most to Your Customers

Back to Basics: Increasing Sales

People buy what they are confident of

People buy from whom they trust

People buy based on successful relationships

People buy created value, not added value

People buy a “No Excuses” approach


The Secret to Slim and Trim: Shortening Delivery Times

Eliminate bottlenecks

Simplify complex processes

Resolve unproductive supplier relations

Develop valid performance metrics

Accelerating your order-to-delivery cycle is primarily a question of turning a critical eye on your organizational processes, and identifying points of waste, back-up, and inefficiency.


At Face Value: Improving Customer Satisfaction

Manage Satisfaction Shortcomings:

Face-to-face interaction

Friendliness and approachability

Responding promptly

Customer Satisfaction 101:

1.Put a clear customer service policy in place

2.Anticipate customer needs

3.Deliver on your promises


An Involved Customer is a Happy Customer

Involve your customers in the process of delivering quality to them

Remember the value of the worker-bee

Value objective reviews of your organization’s practices

Remember that you, your customer, other service providers and their clients are business partners


Project Management works across all industries, across the

globe, and across economic tides.

Project management equips you with all the tools you need,

to steer your company toward phenomenal success.


www.truesolutions.com

1.866.770.0903 or 972.770.0900

[email protected] or

[email protected]

Current State

Analyze &

Benchmark

Organizational

Implementation

Plan

Future StateRoles &

Responsibilities

QuadMap®: The Process Framework

TSI’s QuadMap®: For Continuous Improvement

Define

Analyze

Control

Improve Measure

C.E.R.T. Intelligence: A Management Tool

Pipeline Bookings

Win/Loss

Marketing Campaigns

CustomerSatisfaction

Cost and Hours: • Billable • Non-BillableMargin

Backlog

At Risk

Billing

Unbilled

Revenue

Write-Offs

ADR

Headcount• Pyramid• Billable vs. Non-Billable

Training

Utilization

WorkforcePlanning (Skills)

Hiring

ExternalResourceUsage

Attrition

Resource Availability

Reuse Harvest

Best Practices Qualification

Revenue

Practice

People

KnowledgeMoney

Customers

Projects

Progress Status

Risks

Issues

Milestones

% Complete

EarnedValue

QualityReviews

Borrowed Resources

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Www.truesolutions.com. GETTING GIVING THE MOST FROM YOUR PEOPLE THE MOST TO YOUR CUSTOMERS HARNESSING THE POWER OF MANAGEMENT PROJECT.

Documents

power of project management

maturing of project

project schedules

business results

change sales slide

value value

cruising altitude slide

measurable results