1.

Understanding both sides of the processes :

A company needs orders, so order intake is important

A company needs to make a profit, otherwise salaries and expenses will be compromised, therefore the order must have a quality profit element.

A typical symbiosis relationship.

By combining these elements in the incentive basis, M and PE need to pull on the same rope to be successful.

p

q

s

i

1

1

1

1

2.

Inclusion of the project manager from the outset, but on long lead time projects this may not be possible.

Careful risk management and timeous actions

Common workshops to generate lists of risks and possible early actions.

m

r

c

1

1

1

3.

A formal CRM package

A formal handover from Sales to the Project team.

t

p

1

1

4.

Best practice firms have a clear process and handover procedures

p,p

2

5.

CRM platforms

Gannt charts or excel based project management forms Project review meetings

t

t

c

1

1

1

6.

Execution team must be involved in the costing process and signing of on the project cost estimates.

Proper project handover process

Sales teams involved in project execution as an oversight function, also attending ad-hoc project meetings and visiting site

Customer needs are taken into consideration.

IT systems like CRM platforms

Celebrations/rituals not part of the handover process.

f,p

p

f

c

u

t,t

1

1

2

1

1

1

1

7.

Joint involvement both sales and PE in estimating, in face discussions with the client in the front-end.

A post-mortem should be done at the end of the front-end phase, before commencement of the PLC phases, this is at the initiation phase, so that what is missed can be highlighted and proper risk management can be put in place and furthermore these mistakes do not occur again in the future.

One consolidated document needs to be part of the handover process .

Pricing finalization needs to be a joint effort between sales and PE. While the project manager and PE teams are risk adverse, they need to be realistic and simply including mechanisms to eliminate all or reduce risk will over price and over constrain the solution, resulting in the solution being rejected by the customer . Leading to order failure.

v,c u

o

r

^p

f

m,r

r

u

1

1

1

1

1

1

1

1

1

1

1

8.

Involvement of the project manager in the solution sign off process will ensure that the PE team is jointly accountable together with the sales team for the project deliverables.

A proper handover process inclusive of a fully consolidated and comprehensive documentation pack that is handed over to the PE team

An incentive scheme that has a weighting system holding both the sales and PE teams jointly accountable for the solution sales as well as the project deliverables

v,m

p,v

p

i

v

1

1

1

1

1

1

1

9.

Joint sign off by the project manager and the sales lead at the sales stage ensures both sales and PE are held jointly accountable for project deliverables

An risk list with risk mitigation factors needs to be compiled early on in the sales process and the risk list is continually updated throughout the project life cycle

A defined handover process which is regularly audited to ensure adherence to the process . Having a process that is not adhered to adds no value, project participants must adhere to process.

v,m

v

r,r

p,r

p

p,p

p

2

1

1

P

2

1

1

1

1

10.

An incentive scheme that has a weighting system holding both the sales and PE teams jointly accountable for the project deliverables will ensure the project is subjected to lower risk and this will go a long way in ensuring that the project has a greater chance of meeting the project deliverables.

A proper process that is followed by the project participants, in larger organizations a project management office (PMO) can perform an auditing function ensuring adherence to process .

A formally defined project handover meeting between the sales and PE team will ensure that there is continuity from the sales team to the PE team.

A formal lesson's learnt workshop ensuring that learnings are carried forward and mistakes are not repeated.

l

v

r

p

p

c

c

1

1

1

1

1

1

1

Column total

3

1

8

15

5

4

6

1

1

11

Percentage

5%

2%

14%

26%

9%

7%

11%

5%

2%

19%

Total

57