Key ***** - ******* **** ********** *** ** ******* *******
*** ********* ***** ***** ********* *** overall ******* **** ******** *** '******* Manages' ****. *** ***** ********* **** smaller **********, *** ***** ** **** more ****** ** ** ** ********** - **** ***** ***** **** *** sales, *********, **********, *** *** ******* of ***** **** * ***** ************* is ********* *********** ***.
*******, **** ********* **** ****** ** tackle ****** ********, ************** *** ******* Management ** **** **** ****** ** be ******* ** * ******** ****** whose ******* ******** ** ******** ********. This ***** ****** **** *** *********:
******* ****** *****, ********** *** *****-****** integrators, ** ** ****** *** ** role ***** ******** *********, ****** ***********, engineers/designers, ** ***********. ** ******* ***** groups *** *** ******, ***** **** survey ******** ******** *****.
Owners ** ***** *********
*** **** ********** ****** ***** ******* firms *** **** *** ***** ** principal ******* ** *********** *** ******* Management - ***** *** **** ********** responsible *** ******* **, ********* **, and ************* ** ** ****:
- "*****, **** ******* ** *** *******"
- "****** (*****) **** ********."
- "****** *** *****. * ****** *** pricing ******* * **** ****** **********."
- "***** ***** **** ****'* **** ***. Need ** ************* ******* ****** *** project **********."
- "*****. ** ***** *** **’* *****." (Answer ********* ** *** *****.)
- "** *** * **** ***** *******! I'm ********* ** ** *** ***** and ****** *** ********- *** * like ** **** ***."
- "***** (******). ** *** * ***** company *** ** *** **** *** quite ***."
- "***** *******, *** ****** ******* ** project ** ******* ********* ** **** be ******* **** ***** ** ****** better ** ** ** ****."
- "*****, ***** *******"
*********, ********** ** ***** *** **** with *** ***** ** ******** ****, but ** ***** ** ****-***** ************* and ************, *** ***** ****** ***** that *** *****.
PMs *** *** ********, *** *********
*******, **** ********* ***** ****** *****, or **** ****** ****** *** **** complex, *** **** ** ***** ****** over ** ****** ******* ********, ***** main *** ** **** ************ ******** on ****:
- "*** ****** ******** *** *********** ****** of ****, * ********* ******* ******* will ** *********** ** ******* *** project."
- "******* ********. **** * ******* ***** to * ******* **** *** *** are ******** **, **, ** ***+ projects ** *** **** *** **** have ********* ********* **** ** **** up **** *** ******** ** *** project *** *** ******** ** **** manpower"
- "******* ********. **** **** **** *** sales ****, ***** *********, **********, *****, and ******* ************ ** ****** **** everything **** **** ** **** *** on ******."
- "****** ******** *** ******* ** *** project ********. *** ******* ******** *********** oversee *** ** **, *** ******** out *** ***-**-*** *** ** ***** techs."
- "******* ** *** *******. ******* ******** technicians. ****** ******** * **."
- "******* ********. ** *** ******* ***** are *** **** ******** *** ******** to **** ** **** *** ***** job ** ** **** *** ******. The ******* ** *** ****** ***** the ***** *****'* **** ** ****** projects ******* *** ******'* ** **** to **** *** ****. **** ***** don't **** *** ****** **** *** to ****** ********."
- "****** ** ******* ****. ********* ** for ****** ****."
- "******* ********. **'* ******** ** ******** accurate ************* *** **** ******** ************* with *** ******* *********** *** *** users. ********* ***** *** ***** *** not ****** *** ****."
- "******* ******** *** **** ** **** track ** ****** ********"
- "***** * ***** ******* (** *********), we ** *** **** * ********* project *******."
Sales ** ***** ********* ****
********** *** *****/****** *********, **** ******** are ****** **** ** *** ********** technicians ** ******* ** *** *********** who ****** *** ******** ** *** first *****. ***** **** *********** *** not ** *****, **** ******* ********* often ******* **, *** **** ******* often **** **** ** ********** ****** and ***** ** *** ****** **** the ** ****, *** ******* *** titles:
- "*** *** ***** ***** ********, **** technicians *** ******/***** ***** *** **** PM ******** ******. **** ********* *** lead *********** *** *******."
- "** ******* ** *** **** ** the *******. ** ** ** *******, our *********** *** ****** **. ****** sized ******** *** ** ******* ** an *********** **** *** *** ****** projects *** ******* ** *** ******* managers. *** ******* ******** *********** ******* all ** **, *** ******** *** the ***-**-*** *** ** ***** *****."
- "********** *** ***** ******** **** *** more ** * ****** *."
- "****** ***** ****** ******* ********"
- "*** ****** ** **** ******** ******* on *** **** *** ***** ** the *******. *** ***** ********, *** salesperson **** **** ****** ****** *** project. "
Do *** *** ***** *** ******* **********
*******, ******** ********* ***** **** *********** should *** ** **** *** ******* management, ** *** ******* ********** *** been *** *** *** ****** ****. Response ********* ****** **** '****** **** declines **** ***** ** ******** ** PM', ** '******** ************* ******', ** 'salespeople *** ** *** *** **** corners ** **** *****' **** *****.
********** ** *** *********, *** ********* was *****: **** ***** *********** ****** not **:
- "**** ** ** *** ***** ******, which ** * ******** ****. ** have ******** ***** * ******* ******* and *** ****** **** ******* ******* pains *** ** *** **** **** we *** ******** *** **** ** didnt ****."
- "********** *** ****** ** **** **********(******* on **********) **** ** *****-******** ************ hours, ***** ********** ***. ** **** their ***** **** *** ** ** more *********** *** ** *** ********* of *** *******."
- "*** ******* **** ***** ******** - Sales ****** ** ******* *** *** next ********. **** ****** *** ** spending ***** **** ******** * ***. they ****** ** *** *******. ** they ** ****, *** ****** **** suffer. ***** **** ** **** **** from * **,*** **** ****. **** don't **** *** **** ** ********** the **** ******* ** *** ***. "
- "** **** ** **** **** *** sales ****** ****** ******** *** ** hindered *** ******* ** **** *** pipe **** *** ** ********* **** between ******** **** **** *********."
- "*** ***** ******, **** **** ** manage *** ************ **** *** ********"
- "**** ** **** * ******** ******** sales ** *** ** *** *******. We **** ** ** **** ********* that ******** *** **** **** *** that *** ******** ** *****. ****** money ** ***** * ********* ** both."
- "***** ****** *** ***** ** *******, but ******* ************ **** ******* **** it ***** ** ***** *****."
- "** *** ******* ***** *** *** many ******** *** ******** ** **** up **** *** ***** *** ** to **** *** ******."
- "********* ** **** ** *******, ****** a ****** ********** ** ******* ******* gets ********. ***** *** ***********."
...But ***** ***** ******** **********
** ** *****, *******, **** **** when ***** ** *** ******** ** Project **********, **** ***** **** * vital, ******* **** ** *** ******** relationship. ** **** *****, **** *** Project ** *********, ** ** ****** back *** ** *** *********** *** account **********. *** **** ***********, ***** is ***** *** ******** ** **** degree, *** ** ** ********* **** stay *****:
- "**** *** ******* ** ****, ***** turns **** *** ******* ** ** Operations **. *******, ** ** * collaborative ****** ** ***** *** ********** to **** ******** ***** *** ******* is ****** *** ** *** ********."
- "***** ***** ******* ******* ************* **** staging *** *******, ******* ****-***"
- "***** ******, **** *** ************* **** cradle ** *****"
- "******* ******** ** ****** ******* ** an ********** *** **** ***** ** a ***** ***** **** * ****** there ** ***** * **** "*******."
Split ************** ******* ********
** ******** *********** *** *** ****-**** Project ********, *** ************** ** ***** shared ***** ************ *****. *** ********* used ** ****** **** ****** ** firm, *** **** ** ********** ***** pool ******, *** ********* ******* ********* PMs *** ***** ** ********* ******* the ****, ****** ** **** **** work ** ******* ********, ************* ******* between *******, *** **** ******** ** maintained:
- "** ****** *** ****** ****** **** on *** ***. ********* ****** *****. Because ** **** *** *** *** resources *** * ********* ** *** because ** ******** ******* ** * knucklehead."
- "** **** *** ******* ******** *** our *******. *** ** * ***** person, *** *** ***** ** * senior ******* ****. ********* ** *** number ** ******** ** **** ***** at *** *** **** ** *** tap *** ***** ****** ** ****** with ******* ********** **** *** ******* tech *** *** **** ** *** plate."
- "** *** ******** ******** **** **** managed ** * *********** ** *** sales ***, *** ********** *** ***** management. ** **** *** ** ***** an ********** ******* **** **** ****** most ******** ***** *******. ** **** without * **** *** ******* (**) for ************* *** **** **** *** so ******** ******* ** ** ****** the ********, **** ******** ******* ** some *****."
- "** *** * ***** ******* ** everyone ***** **** ****. ** ***'* have ****** **** *** ***** ** Project ******* ** ********* ******* *** handled ** ********* ********* ******** ********* most ** **** ************** ***** ******* the ****** *** ********** *** *** and *** **** **** **** ** executing **."
- "**** ******** *** ******* ** *** lead **** **** ********** **** *** Manager *** ***** ********. **** ** a **** ** *** ******** **** is ***** ****** *** **** ****** change ********* ** **** ******** ** decide ** *****. *** ******* ********* organically."