Integrated Management Measures in Projects
For most companies, there is no clear demarcation between pre-sales and post-sales of a project, which is to better focus the resources of all parties to successfully complete a project. Therefore, for a company, a scientific project management system, a good manager, a harmonious corporate culture, etc. are all factors in the success or failure of the project.
One, how to do a good job of the project pre-sales work
1. pre-sales personnel should have the basic qualities of
pre-sales personnel should be the bridge between the project developers and the business sales staff in the eyes of the business sales staff, pre-sales personnel play the role of technicians or technical experts. In the eyes of business sales people, pre-sales personnel play the role of technical personnel or technical experts, while in the eyes of the developers in the implementation of the project, pre-sales personnel are focused on technical sales staff, in the eyes of the user, pre-sales personnel, on behalf of the company's technical level of technical experts. In a specific pre-sales technical support activities, pre-sales personnel to coordinate the sales staff, the user, the relationship between the late developers, the company's technical strength to the user to show, listen to the user's initial needs, and the user to discuss the initial framework of the project system, to assist the sales staff will be the company's products and technical advantages recommended to the user for the late developers to block the user's irrational, to the implementation of the project to bring technical risks.
The first designer of the technical framework of the project.
So the pre-sales staff should have a technical staff and sales staff of the two qualities, as follows:
Familiar with their own products.
With more comprehensive technical expertise. Familiar with the current direction of IT technology development. The company's development capabilities, technical strengths and weaknesses have a clearer understanding. As the industry software sales, must be familiar with the business of the industry, the current situation of information technology in the industry and the direction of development has a certain understanding of the industry's other professional software, the basic situation. Familiar with the technology and product trends in the industry, and understand the situation and characteristics of similar products and their competitors. Ability to skillfully use text and graphic editors for program and bid preparation. Familiar with the general procedures of project bidding. Good communication skills and ability.
It is usually impossible for a person to have such comprehensive knowledge and skills, therefore, for large-scale projects, in order to communicate with customers on all fronts, show the company's strengths, and carry out the initial demonstration and design of the system, its pre-sales is often a team, and this team, according to the needs of the project, may be industry business experts, database experts, operating system experts, information security experts, network architects, software system analysts, project analysts, and project engineers. Division, software systems analysts, project management experts and other roles.
2. Matters to be noted at various stages of the pre-sales of the project
Usually the pre-process of obtaining a project has the following six phases:
1) Sales staff to visit the user, to understand the user's project basics, to introduce the company and the company's products to the user, and the user to establish a good relationship.
2) sales staff in the user's bidding before the introduction of pre-sales technical support staff, and users of technical exchanges and communication, to understand the user's needs in the project, the preferred technical framework, to guide the user to the company's technical ideas, the process may be the need for a number of iterations. At least to do the user has a certain interest in the company, willing to invite you to participate in the tender.
3) The user sends a request for proposal, the pre-sales staff according to the requirements of the request for proposal, combined with the situation of the previous exchange with the user, the preparation of the tender.
4) Participate in the bidding meeting, technical and commercial explanations and Q&A.
5) Participate in commercial and technical negotiations, and draft project commercial contracts and technical agreements.
6) Signing contracts, project implementation and maintenance.
2.1 Contact stage with users before bidding
Contact with users before bidding, to understand the user's real needs and ideas, through the exchange of information, to understand the user's preference for system frameworks, platforms, and new technologies, so that later on in the bidding can ? the user's preferences? Hit the nail on the head? Introducing the company's technology and products, so that users can have a clearer understanding of the company's technology and products before bidding, the user's needs to guide the company's technology and product ideas, so that the user's technology in the company has a certain preference.
Exchange and the need to understand the content usually include:
1) the user's organization, the status of information technology, existing hardware equipment, network conditions, are using the 'software system situation;
2) the planning of the new system, the objectives, scale, requirements, including the user on the system's security, reliability, ease of use, scalability requirements;
3) business content, the business content of the company's technology and product ideas to guide the user's technology and products, so that the user's technology to a certain preference. p> 3) business content, the current status of the business process system, software functional requirements;
4) platform and database selection;
5) information security, storage needs;
6) knowledge of the software development mechanism;
7) users interested in the hot technology;
The exchange should be broad, not limited to the specific project The person in charge, if there are conditions, you can visit the higher users, as well as the main person in charge of each department or technical authority, try to understand the user's understanding of the project and ideas, communication and visits to identify the user's identity, to capture the project has the right to decide, the influence of the user's ideas, at the same time, you can preliminarily analyze which users may be the future bidding jury, pay attention to their interest in the project. In order to be targeted in the bidding and bidding speech.
Guide the user to the company's expertise in the technical route and product features. Can be done in the past projects, functional features to the user, preferably with the help of the demonstration, which is the user will tell you what he is interested in, which is not interesting, what are the other opponents of the product is like and so on. This facilitates in-depth exchanges with the user to find and the user's mutual **** Ming point.
Tracking and understanding of the situation of rivals, to understand the status of similar products, which is a long-term accumulation of the process of analyzing the rival products and solutions may be characterized, find or put forward than the rivals have a novelty, can attract the user's system highlights. Of course, these highlights of the proposed must first consider their own technical strength and the scale of investment in the project.
2.2 Bidding and bidding documents preparation stage
2.2.1 Establishment of the project bidding team
The establishment of the project bidding team, the core of the bidding team should be the project's legal representative of the authorized person. According to the size of the project, technical difficulties and the requirements of the bidding time, the development of the bidding plan, the plan will be broken down to each person, to determine the content of each person's work and plan to determine the implementation of the plan to supervise the staff.
Bidding time is usually a date to determine, and relatively short, this is also a test of a company and team's responsiveness, must be completed within this limited time to produce the tender, otherwise, will be due to inadequate preparation and loss of the bid. This requires the usual accumulation of skills, the accumulation of knowledge of the industry, the accumulation of bids, such as similar bids or templates, as well as a good team spirit and atmosphere of cooperation.
As an industry application project, the technical part may involve: network planners, hardware product managers, software architects, industry experts, data planning experts or database experts information security experts, as well as other specialized areas of experts. The establishment of this team, the need to integrate the company's internal and external resources to **** with the completion of the same. For example, you can temporarily invite professional companies related to pre-sales support (HP, IBM, etc.), experts in the relevant industries, relevant professors to play a relevant role. You can even consider joint bidding with other companies involved.
In the bidding team, the establishment of a confidentiality system, especially for mega-projects, about the offer, the core technology, etc., it is best to discuss and determine in a small range. Closed development can be used if necessary.
2.2.2 Preparation of tender
The user's tender usually includes: invitation to tender, business requirements section, technical requirements section, annexes and attached drawings and other documents, which are the basis for the preparation of the tender. Members of the bidding team in the preparation of the tender, should be carefully and repeatedly read the tender, especially the qualification requirements of the bidder and other content, the bidding team to discuss the tender, to find out the description of the tender is not clear, according to the situation to the bidding party to request an explanation to determine the qualification status of the project, bidding, as well as the implementation of the risk of the rivalry, the bidding of the advantages, disadvantages, and so on; the development of the bidding strategy; to determine the The content of the tender, the bidding method; the initial preparation of the outline of the tender.
In the bidding process, should pay attention to a few points:
1) Business bids should be in accordance with the requirements of the tender for a strict response to the order and format of the response is best to strictly follow the requirements of the tender.
2) For the tender does not require the content, especially business bids, it is best not to add to the snake, if you want to add to the project bidding for qualifications, it is best to be carefully considered to ensure that there are no loopholes. The main purpose of the commercial section is to demonstrate the strength of the bidding company and to ensure eligibility to participate in the bidding. The priority is to ensure that the bid is valid. Note that some things can be told, but not everything that can be told is suitable to be written.
3) Discrepancy table processing: for bidding documents and bidding documents have differences in the part of the bidding party usually requires the bidding party to be marked in the discrepancy table, in the preparation of the bidding program, should be as far as possible will be the difference between the part of the find out, describe clearly, but in the final collation and submission of the discrepancy table, it is necessary to be particularly careful, not every difference is suitable for the formal venue in this formal way, the formal way to put forward. Some things need to keep a vague state to improve the possibility of winning the bid, at the same time, but also for business and technical negotiations can leave ambush, easy to negotiate in and out.
4) for the handling of quotations: quotations in accordance with the formal requirements to fill in, stamped, sealed, it is best to have one or two sets of blank backup, the format of quotations and formal quotations, but the price is not filled out. Because in the formal quotation encapsulated to submit a quotation before the period of time, the sales staff is likely to explore the price of opponents or users of the overall price of the project's views, which is waiting for the need to adjust the price according to the project, the market, the opponents, the user's situation, this time you can use the backup of the quotation. In particular, the company to bid in a different place, to redo the quotation, time is basically not allowed.
5) the handling of seals: in the provisions of the bidding document on the basis of seals, be sure to prepare more than a few spare seals, of course, is stamped, especially the company to bid in foreign places, the market information is ever-changing, you can not guarantee that the bidding before you do not modify your prices and tenders.
6) The qualifications in the business tender and the requirement of the company's seal must be strictly checked against the requirements of the invitation to tender, this part of the error and omission will likely result in the abolition of the bid, therefore, it is best to have more than two people specializing in checking and checking.
7) For a group of companies under a number of legal companies, there may be a qualification **** enjoy the situation, then, should pay attention to check which qualifications are not the bidding legal entity's qualifications, if the bidding for the legal entity's qualifications, the qualifications should be asked to have the legal entity to sign the statement of authorization, or else, the bidding may result in? Unauthorized use of third-party company's qualifications to deceive the bidding unit? The consequences of the bidding and become invalid.
The most central point in the preparation of the tender is to respond to the tender article by article, there can be no omission. As a large company or group, the need should also develop a unified "tender bid preparation specifications and guidelines", through the accumulation, the establishment of a tender template library, in order to ensure the quality of the tender, shorten the preparation cycle of the tender.
2.2.3 Participate in the bidding
For relatively large projects, participate in the bidding team's reasonable allocation of personnel is very important, according to the specific circumstances of the project, the bidding staff can be divided into according to the preparation of the bid division of labor: business personnel, technical personnel. Continue to be subdivided into business contacts, business bidders, the technical part can be divided into those responsible for the network part of the system architecture, application system functions, and so on.
Participating in the bidding staff should be unified dress, wear uniform professional attire, wear the company's logo, self-confidence, natural, to the bidding jury a good overall image. Strictly follow the bidding discipline.
Usually, not too much on the familiar judges to communicate. Although there is sufficient contact with the user in the early stage, may be familiar with some judges and have a good relationship, but, in the bidding of the official place, usually a polite greeting, chilling can be, not easy to have too many exchanges with the user and intimate conversations, these moves may cause misunderstanding of the other judges, but also to the opponents may be? Authorized to handle? Unless you are specialized and have a special purpose of the behavior, for example, in some cases, with the tender in the best leader or core personnel to show close relationship, can cause other judges? So-and-so may have favored a certain company and I should go along with it? The misleading, at the same time, to the opponent to create more psychological pressure and burden. However, this approach has many risks, be very. Caution.
Before the bidding, each part of the bidding should be prepared to speak the corresponding slides, slides have two roles, one is through the text, pictures, animation and other ways, more intuitive to the jury to convey information to facilitate the jury to explain the content of the understanding of the second is through the slides, to help speak the bidder to standardize their own thinking, not to run out of ideas. Therefore, the slide production, to these two roles as the goal. Each slide to speak some of what content, speak how long, should be done in mind.
It is best to have a practical demonstration, combined with a demonstration of speaking standards. As the industry application software users, more emphasis on the bidding vendor's past performance of similar systems, if you can show the user similar application systems, combined with examples of demonstrations to explain the system architecture, functional characteristics, will usually achieve better results. However, when showing the previous system, we should pay attention to the strengths and weaknesses, shielding some of the system's weaknesses and defects, while paying attention to the time control of the demonstration.
The equipment used in the bidding to be the main protection, bidding for the use of laptop computers, after the installation of the demonstration system and slides, to be careful use of the equipment to prevent accidental damage to the equipment caused by the bidding for equipment abnormalities, for example, pay attention to the anti-virus, to prevent accidental touch of the bad, do not bid for the use of laptop computers during the business trip to the Internet cafe Internet access in hotels to prevent the computer from getting into the water, fall, do not easily organize the files of the computer system, which may cause the system not to start normally because of accidentally deleting a certain file. It is best to bid on a business trip before the installation disk of the system, the installation disk of the application system, etc. Backup, if possible, you can use two sets of laptop installation.
Properly talk to your opponents in the bidding, maybe next time you will face each other in another bidding, maybe next time he fights with you side by side, through the conversation, you can also accidentally get some useful information.
2.2.4 Business and technical negotiations
In the pre-awarded bid, there will be business and technical negotiations, pre-sales technical support staff to participate in the negotiation and drafting of technical agreements.
The negotiation of the technical agreement is a key process to reduce the risk of the project, and the results of the negotiation - the technical agreement is usually attached to the contract, which directly affects the difficulty and risk of project implementation. Therefore, it is important to be patient and meticulous, not to sign the contract as soon as possible, it is haphazard.
The purpose of the technical agreement is to define the functional boundaries and depth. Especially in the industry application software, bidding documents and speaking standards, usually have to ignore a ? degree? Such as the depth of the application system, the specific boundaries of the function, the degree of adoption of new technologies and other issues, is often vague, a high likelihood is that the two sides in these aspects of the understanding of the existence of large differences in these differences will bring risks to the subsequent implementation of the project. Negotiation of the technology agreement is to these ? degree? Control, sensitive issues and technical difficulties to communicate, reach *** knowledge, pay attention to not appear in the technical agreement? Comprehensive solution to so-and-so problem? The problem is not solved in the technical agreement, but the problem is solved completely. Completely solve? and other fuzzy words, this fuzzy definition will bring great risks to the project development, all must be discussed clearly, the depth of completion and the use of technical means written into the technical agreement, so that the project risk before the implementation of the project will be fully demonstrated and controlled.
Two, how to do a good job of the project after-sales work
The success or failure of the implementation of the project after-sales, and the project manager's management has a direct relationship. How to do a good job of project management? That is, how to do a good job as a project manager, this issue involves a wide range, I can only be a project manager's point of view on the implementation of some of the project experience to talk about personal experience. Inevitably, there is a bias to cover the whole place, but also please lead more comments.
1. truly understand the role of the project manager
Understanding of the role of the project manager must avoid two extremes, an overemphasis on the technical capabilities of the project manager, that the project manager should be the strongest technical team, the project implementation of any difficult problems ultimately attributed to the project manager, the project manager must say ?Yes? or ?No?, or else there is no way to convince the public. The other is to overemphasize the leadership ability of the project manager, thinking that the first task of the project manager is to serve coffee to his team members and coordinate the relationship between them. I think the project manager should be the first project implementation experience similar to this project, the project to have a clear understanding of the project, at the same time, the industry has a solid foundation of relevant knowledge; the project can make a scientific, realistic implementation of the program, when necessary to help their own group to solve the problem, but it does not mean that the project manager must be very proficient in any technical issues, such as For example, the project manager can consult relevant professionals for the network architecture of the project. But in any case, the project manager should be familiar with and understand every technology in the project, only then can fully grasp the project. Secondly, the project manager should have the ability to coordinate and organize, and be able to regulate the atmosphere of the whole project team, and when encountering setbacks? Warming? In the over-optimistic? Cooling? ; at the same time should have the ability to communicate with the project unit, coordination, for the implementation of their own group members of the project to prepare for the environment; in the encounter of key or difficult problems, to find answers to the questions through a variety of ways.
Project managers and general professional managers are different, it has a strong professionalism, a person who does not understand the technology is absolutely can not do the project manager, the project manager should be a combination of technology and management.
2. Attention to the management of the project team, rewards and penalties are clear
In the implementation of the project, it is necessary to establish a set of practical project management system, in particular, the multi-party project team, more so. Only in this way can ensure that the entire project implementation of an orderly manner. Standardized and practical project management system, must be due to the enterprise, due to the project is different. Generally speaking, it should be the principle of project management, enterprise/industry characteristics and project size/nature, enterprise development culture/quality and other factors. At the same time, the system should be strictly enforced, so that rewards and penalties are timely and clear. In the construction of the system must be avoided in two cases: one is no project management system, based only on personal experience in the implementation of project management; the second is the system of bookworms, copying the dogma, paper, bundled on the shelf.
The core of project management? Triangular balance?
The core of project management is? In the implementation of most projects, often unable to establish and realize the project cost indicators, assessment and control, the disposal of funds is often not returned to the project manager, but by the company to decide, which leads to unclear responsibilities between the company and the project manager, for some systems can not be implemented, can not be well to achieve the project manager's system of responsibility.
In order to form a harmonious team, the project manager must act as a motivator, a coach, an active atmosphere, a peacekeeper, and a conflict adjudicator.
In addition, the project manager must also focus on the development of different positions in the reserve personnel. In the implementation of the project once the phenomenon of team members resigned, the project manager can make reasonable arrangements for personnel mobilization and replacement; at the same time, to facilitate the formation of team members in the process of competition, as well as reasonable arrangements for the period of vacation. From
3. Plan, plan, plan
Almost all people know that the implementation of the project needs to develop plans. But in the specific operation of the process there are still the following phenomena: First, the development of the project plan is not rigorous enough, arbitrary, poor operability, and therefore the implementation of the implementation can not be followed (such as the project plan is too rough, the implementation of the lack of), did not do the task, progress, resources, the three implementations. Secondly, the lack of a detailed project plan throughout the project, and even take a weekly development of the next week's work plan week by week project plan way, in essence? Project out of control legalization. Third, the project progress check (compared with the progress plan) and control is insufficient to maintain the seriousness of the project plan.
Even the perfect plan will be encountered from time to time, but does not indicate that we do not need to make plans. Without a plan, we lose our frame of reference. Project managers should be able to anticipate change and be able to adapt to it. Always do something? If? What if? assumptions, avoid resting on the project status quo, and be able to make timely adjustments when the project changes. The plan is always changing, the plan does not change quickly, the key is to plan to keep up with the changes.
In the implementation of the project, the entire project will often be divided into a number of small projects, the project manager should make effective use of the time to do between the various projects, effective and reasonable articulation, to maintain the overall rationality of the plan and coherence.
The degree of coarseness of the project plan is a matter of balance that needs to be carefully grasped. The more detailed the greater the control, but the higher the cost of project management; and vice versa. To the current state of the country, personal opinion, the project should be less than 3 months fine to the people days, at least 2 to 3 people days; more than half a year of the project, at least should be to the people weeks.
4. really understand? A handful of projects?
Many projects in the pre-implementation of the emphasis on? A handful of projects? And the use of particularly good, for example: meetings held by the general manager, the establishment of the project team, etc., but often after the implementation of the start can not play well? A hand? The role of a hand, making a hand project into a hand project. Project manager should be played from start to finish? The project manager should play the role of "a hand" from the beginning to the end. The role of the project manager should be regularly (generally a month) or in a small project will be presented at the end of the phase summary to? The handlers should be presented periodically (usually once a month) or at the end of a small project. The summary should be presented periodically (usually once a month) or at the end of a small project, and a brief conversation should be held to listen to what the handler is saying. The handler's view of the project. Listen to the Director's views on the project, and if necessary, make suggestions to the Director. If necessary, propose a meeting with the Director. If necessary, propose a meeting with the project manager. At the same time, the project manager's company? The project manager should also communicate regularly with the project manager's company. Also need to report and communicate regularly to get support, understanding and resource deployment.
5. Do not begrudge the time spent on training, secondary and tertiary training is not excessive
Training is an important part of the implementation of the project, the current domestic units (especially large state-run units) of the quality of the personnel is relatively low, for the understanding of information technology is almost equal to zero. So when we conduct training, we should be layered, phased training, can not expect a training can make the unit's personnel to understand and master the operation of the software. Training should be carried out throughout the project, and should be well suited to the user level of the operation manual, if necessary, in the internal web page of the unit to do? Frequently Asked Questions? section on the unit's intranet page if necessary. Must avoid? Customers understand too slowly, too stupid, I helped him do it? and other ideas and behaviors appear.
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