Unclogging the Pipeline
To Win New Business and Set Project Teams up for Success, Transform the Presales Process
At sales-driven companies, a project can't start until a contract is signed. But in my experience at IT organizations, the sales pipeline can easily clog. Sales executives end up playing tug of war with other departments as they try to get service delivery quotes out to customers in a timely manner. Perhaps a solutions architect and project manager are too busy to craft a proposal. Or a statement of work (SOW) is held up in legal review. Delays can lead directly to lost business. To retain business, organizations need a standardized and digitized presales process. Because the project management office (PMO) sits between sales and service delivery, it can and should drive this transformation.