Project Management Essentials
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This document provides information about a webinar series for Salesforce partners focused on post-sales project management. It discusses key topics in project management like the project lifecycle, common mistakes in statements of work, the importance of planning, and tracking and controlling projects. The webinar will cover best practices around project preparation, planning methodologies that combine waterfall and agile approaches, and using status reporting to monitor projects. It aims to help partners improve their post-sales project delivery and customer success.
Project Management Essentials
- 1. Reseller/Partner Enablement Cloud Journey Webinar Series - Post Sales Track Project Management Essentials Gil Shaham Director, Post-Sales Enablement gshaham@salesforce.com E.J. Drust Senior Director, Cloud Services edrust@salesforce.com
- 2. â–Ş Cloud Journey is specifically available to our Salesforce Reseller Partner Community as an additional learning resource. â–Ş Join these sessions to learn more about business with Salesforce and have an opportunity to hear best practices across key topics: Sales & Pre Sales, Post Sales and Customer Success. Cloud Journey Webinar Series Ongoing Enablement Series across the customer lifecyle ACCESS: Registration Link Registration: http://go.pardot.com/l/232132/2016-09-28/7bf
- 3. Project Management Essentials E.J. Drust Senior Director, Cloud Services edrust@salesforce.com
- 4. ​The Salesforce product and services landscape has seen rapid change over the past few years Why is this important? Our Evolution…
- 5. The Basics ​PMI PMBOK® • A project is a temporary endeavor undertaken to create a unique product, service, or result. • Project Management – A framework in which all types of projects can be planned, estimated, controlled, and completed in a consistent and predictable manner. • THE TRIPLE CONSTRAINTS
- 6. Project Lifecycle Initiate Plan Execute Control Close <Charter aka SOW> Kickoff Mtg tracking Prepare PMP
- 7. Discovery Scoping ROM Initial Proposal Discussion Document Active Negotiation SOW Signed Scope Assumptions Out of Scope Customer Obligations Estimates/$$ Ts&Cs Project Booked What happens before you roll on to a project? The Sales Cycle Sales Process Selling Artifacts PM Rolls on PSA
- 8. 1. Scope is too high level; no implementation assumptions tied to what we are committing to 2. Scope is not clear 3. Inconsistencies with respect to scope, approach, and commercial terms (e.g. Fixed bid and Agile) 4. No clear tie between the scope (effort) and the work plan 5. Incomplete assumptions that impair our ability to generate change orders 6. Work plans do not align with the project approach (e.g. does not account for sign off periods, overloads resources, fails to account for dependencies) 7. SOW fails to rationalize the input from multiple practices 8. Grammar/formatting issues 9. Neglect to include change management in our scope 10. No provision for risk contingency What are the top 10 mistakes found in SOWs?
- 9. • Better understand the problem, assumptions, and expectations in advance • Use budget and resources efficiently from Day 1 • More thoroughly mitigate risk • Build credibility with the customer, and ensure shared understanding of the project • Effectively onboard your team as they roll on ​Effective preparation helps you to… Why is preparing critical?
- 10. What’s the process for preparing? Project Booked Review Existing Artifacts Talk Sales Team Research Company Industry Facilitate Intro Team Call Intro PM to PM Call
- 11. ​Key Questions: ​What did we sell? Why did the Customer Buy? ​What is the customer hoping to achieve? ​What is our commitment? ​What is out of scope? ​How is the work structured? ​What assumptions were made? ​What are the customer’s expectations? ​What risks are inherent in the work? ​The first step in effectively preparing is to answer key questions about the project. Some Key Questions to Answer when Reviewing Artifacts: • Professional Services Agreement (PSA) • Statement of Work (SOW) • Estimates • Proposals / Discussion documents • Meeting notes • Opportunity record – Chat feed • PMO Bid Review Scorecards • Recorded demo • Etc.
- 12. Planning Why is planning important: • Establishes an agreed upon purpose, outcomes, scope, success criteria, etc. • Addresses difficult issues prior to the start of the real spend • Sets the stage for eventual success or failure of the project • Allows the project to be executed, monitored, and controlled • Is a communication vehicle Impact of Poor Planning: • CSAT • Margin (free time) • Build the wrong solution • Create quality issues • Run out of money • Team morale • Wrong at the beginning, and it gets worse as project progresses • Ultimately lose the account
- 13. What does planning define? Why • Vision • Context • Objectives • Success criteria • Success metrics What •Scope •WBS •Story Maps •Constraints •Assumptions •Change Control Who • Sponsor • Stakeholders • Team • RACI How • Methodology • Budget • Communication • Risks • Issues • Quality When • Schedule • Milestones • Deployment • Adoption / Consumption
- 14. • Not “carving out” time in the initial stages to complete planning activities… or the SOW doesn’t budget enough time for planning • Skip planning and go right to the build of the solution • Not collaborating with the customer or the team • Focus solely on the schedule while ignoring the other aspects of project planning and project management. • Not getting alignment with customer. • “Publishing” the plan instead of “Communicating” the plan. • Not using the plan to manage the project “Plans are worthless. Planning is essential” – Dwight Eisenhower What are common planning mistakes?
- 15. ​The project management plan defines how the project is executed, monitored and controlled, and closed. PMP Scope Manageme nt Plan Work Manageme nt Plan Budget Manageme nt Plan Resource Manageme nt Plan Communic ation Plan Risk Manageme nt Plan Issue Manageme nt Plan Quality Manageme nt Plan Organizatio nal Change Manageme nt Plan The Project Management Plan (PMP)
- 16. Planning Architect Construct Validate Deploy ​Traditional SDLC with agile constructs maximizes speed and minimizes risk Execution Methodology PMP WBS RACI Schedule User Stories Iteration Planning Iterations Points Burn-Up Burn-Down Testing Retrospectives Design Documentation Workshops Defect Management SIT UAT Status Reporting Burn Reporting Story Mapping Waterfall Agile
- 18. Q&A Reseller: Post-Sales - Chatter Group https://partners.salesforce.com/_ui/core/chatter/groups/GroupProfilePage?g=0F93A0000004gnY
- 19. Thank Y u