Showing posts from 2011

POC & Implementation

Never Confuse Selling with Implementing
I just heard these words said for the second time in as many weeks.I've recently been involved in my first sales / POC engagement, and it was an eye opener. I think we all have some responsibility to "sell" our product, skills, ideas, etc... No matter if we're the technical help, or the sales professionals. The issue as I've seen it comes in when a techical person is asked to perform in a sales capacity.

Sales by nature, doesn't seem to focus on the technical aspect of anything outside the "FAB" talk. "FAB" "Features, Advantage, and Benefit" are usually decided upon by marketing and the talking points are well established. This is why it is probably a little easier to "Sell" an idea or product this way. As a technical resource, the only selling and marketing information we are privy too or care to study are the standard set of specs. Then we're off to try and figure the "t…

Who's to blame?

So you've been on a project for three weeks, and it becomes apparent that things are not going well. What should you do? As an implementation specialist, developer, or integrator do you have any more responsibility than to "just do your job"? Though some if not most projects are full of political motives and egos. Trying to point out flaws is almost never met with a welcoming attitude.

You have perhaps a very few set of options, but options none the less; so, what are you to do?

Plug along, and let the project manager blame you for being slow or ill prepared. This option does nothing for anyone involved, you look bad, your project manager is stressed, and the client is loosing faith all the way around.

Point a finger, and highlight the flaws in the plan. This option will surely make your project manager defensive at best and down-right hostile at worst. In either case the client might get what they want, but depending on how highlight the flaws you might alienate your PM.…