A project manager is a professional
in the field of project management. Project managers can have the
responsibility of the planning, execution and closing of any project, typically
relating to construction industry, architecture, aerospace and defense,
computer networking, telecommunications or software development.
1.
Focus
on customer needs
The
single biggest success factor for a project is whether it delivers what the
customers really need. Not only will that create a happy customer, it will also
dramatically increase your success as a project manager. The tricky part is
that customer needs aren’t necessarily synonymous with what the customers say
they want. Outstanding project managers focus on the customer’s real needs and
seek to uncover the reasons behind the requirements. They do that through
enquiry and by consistently learning about the client’s business.
2.
Keep
your promises
As
a project manager is it absolutely essential that what you say and do is
credible and that your clients and stakeholders trust you. When you take on an
action or commit to a deadline – however big or small – always deliver it when
you said you would. This is also true when it comes to chasing other people for
the actions they take on. You will gain an enormous amount of respect for being
effective, timely and reliable and it will be easier for you to plan and
execute the project with minimal resistance. Set a good example in everything
that you do.
3.
Be
proactive
They
key to success for any manager and leader is to be proactive and consistently
focus your efforts and attention on the long-term as opposed to being reactive
in the present moment. Too often we get caught up in urgent or unimportant
activities and we procrastinate on the big important things such as planning
and initiating the project properly, writing the business case, learning about
our client’s business or taking the time to build strong relationships with our
customers and team members. Don’t sit back and wait for things to happen. Take
the initiative as a matter of course.
4.
Support
your team
Your
team is the project’s biggest asset so nurture it and enable each individual
team member to thrive. Allow for people’s individuality, play to their
strengths and give them the support they need to succeed. To build a great
team, spend one-on-one time with people on a weekly basis. Ask them what you
can do to help, what they worry about and how you can assist them in working
more effectively. Never be afraid to ask questions and to lend a helping hand.
One of your most important roles is to remove blockages so that your team can
get on with its work.
5.
Delegate
If
you are to add maximum value, you must learn to delegate. This will help you
create space to concentrate on the big picture and on the strategic aspects of
the project. Tracking timesheets, taking minutes and planning detailed
work-streams are important aspects of a project, but it’s not important that
you do them. Get a project administrator on board or train your senior team
leads to take on a more senior role. Not only do you develop their skill set,
you also free yourself up to focus on customer relationships, communication,
team building and setting the vision.
6.
Challenge
the status quo
It
is no longer enough to turn up for work and deliver a project the way we used
to. The global crisis has meant that everything is being scrutinized and that
executives are constantly on the look-out for how we can deliver change in a
better, cheaper and faster way. You need to challenge the status quo on a daily
basis and help identify how the team can work smarter, what new technologies you
can employ, which extra benefits you can deliver and how project processes can
be improved.
7.
Stay
calm under pressure
As
a project manager you are under daily pressure to deliver, make decisions and
sort out issues. You need set a great example by managing your state of mind
and remaining calm when the pressure is on. Maintain a balanced perspective and
think of solutions rather than placing blame or making knee-jerk decisions. In
situations of conflict, take on the role of a mediator and convey both sides of
the argument. Whatever you do, do it well; as the way you conduct yourself is
the most you can ever expect from your team
CLASS is more than an elegance of style, taste, and manner. CLASS is an acronym that stands for qualities and characteristics found in top PreSales professionals. The CLASS acronymn has been developed over several years of serving as a PreSales representative in addition to building several PreSales organizations. It is a simple way of describing the essence of a quality PreSales team member wherein each letter in the word CLASS stands for a desirable characteristic:
C - The “C” stands for Credibility. No doubt the PreSalesRep (PSR) represents their company’s products and/or services with greater depth and breadth than any other person on the sales team. Credibility is established with the prospect through the knowledge of products and solution opportunities offered by the PSR. The credibility the PSR builds allows them to have a relationship with the functional and technical interest parties of the potential customer. When a PSR establishes their credibility, additional benefits result... such as Confidence with Commitment to do what it takes to make the sale.
L - The “L” stands for Listener. A PSR may seem credible with lots of product and/or technical knowledge... but if he or she does not listen to the customer, the sale is less likely to be successful. A good PSR listens to the desires of the prospect and does an effective job of relating that information to the rest of the sales team. Listening is also crucial in the relationship between the Lead Sales Rep and the PSR, in order that the team functions effectively.
S - The “S” indicates Style. Style is that intangible presence the Sales Rep brings to the table. When the PSR has been brought in to support the sale, the PSR and the Sales Rep must work in tandem to represent the company and solutions for prospects. Style involves methodology—the manner in which information is relayed to the prospect. It includes identifying the level of simplicity or detail necessary to communicate that information. A PSR’s style should always convey Support and Sincerity and compliment the sales team.
S - The last “S” in CLASS stands for Selling. Never forget that the object is to eventually make the sale! An effective PSR should be intentional about focusing on the selling process. A prospect does not need all the answers to all the questions at once. A productive PSR participates in the sale rather than trying to control it. Keep this in mind with the previous qualities and you’ll end up being a strong selling influence with credibility, listening skills, accountability, and style.