PMI Global Insights

by Cameron McGaughy, Julie Ho, Heather McLarnon, Kimberly Whitby, Laura Schofield, Michelle Brown

Whether it’s in-person or virtual, PMI events give you the right skills to complete amazing projects. In this blog, whether it be our Virtual Experience Series, PMI Training (formerly Seminars World) or PMI® Global Summit, experienced event presenters past, present and future from the entire PMI event family share their knowledge on a wide range of issues important to project managers.

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Cameron McGaughy
Julie Ho
Heather McLarnon
Kimberly Whitby
Laura Schofield
Michelle Brown

Past Contributors:

Johanna Rusly
April Birchmeier
Nikki Evans
Dalibor Ninkovic
Dr. Deepa Bhide
Chris DiBella
Nic Jain
Nicholas Sonnenberg
Karen Chovan
Jack Duggal
Catalin Dogaru
Priya Patra
Josh Parrott
Scott Lesnick-CSP
Antonio Nieto
Dimitrios Zaires
Ahmed Zouhair
Carmine Paragano
Te Wu
Scott Bain
Katie Mcconochie
Fabiola Maisonnier
Erik Agudelo
Paul Capello
Kiron Bondale
Jamie Champagne
Esra Tepeli
Renaldi Gondosubroto
Mel Ross
Laura Lazzerini
Kim Essendrup
Geetha Gopal
David Summers
Carol Martinez
Tai Cochran
Fabio Rigamonti
Archana Shetty
Geneviève Bouchard
Teresa Lawrence, PhD, PMP, CSM
Randall Englund
Kristy Tan Neckowicz
Moritz Sprenger
Mike Frenette
O. Chima Okereke
David Maynard
Nancie Celini
Brantlee Underhill
Claudia Alcelay
Sandra MacGillivray
Vibha Tripathi
Sharmila Das
Gina Abudi
Greg Githens
Sarah Mersereau
Lawrence Cooper
Donna Gregorio
Seth Greenwald
Bruce Gay
Wael Ramadan
Fiona Lin
Somnath Ghosh
Yasmina Khelifi
Erik Rueter
Joe Shi
Michel Thiry
Heather van Wyk
Jennifer Donahue
Barbara Trautlein
Steve Salisbury
Jill Diffendal
Yves Cavarec
Drew Craig
Stephanie Jaeger
Diana Robertson
Zahid Khan
Benjamin C. Anyacho
Nadia Vincent
Carlos Javier Pampliega García
Norma Lynch
Emily Luijbregts
Susan Coleman
Michelle Stronach
Sydni Neptune
Louise Fournier
Quincy Wright
Nesrin Aykac
Laura Samsó
Lily Woi
Jill Almaguer
Mayte Mata-Sivera
Marcos Arias
Karthik Ramamurthy
Michelle Venezia
Yoram Solomon
Cheryl Lee
Kelly George
Dan Furlong
Kristin Jones
Jeannette Cabanis-Brewin
Olivia Montgomery
Carlene Szostak
Hilary Kinney
Annmarie Curley
David Davis

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Presentation Recap: Winning Customer Confidence by Designing a “Transparent-and-Tangible” Commercial Transformation Roadmap

Categories: Virtual Experience Series

By Sharmila Das, PMP
Senior Consultant, TCS

I presented at the PMI Virtual Experience Series 2021 event held on 6-7 October 2021. This was a great event with featured speakers, exhibits and networking activities.

My presentation, “Winning Customer Confidence by Designing a ‘Transparent-and-Tangible’ Commercial Transformation Roadmap,” focused on the following: Contract outsourcing behavior is undergoing a sea change in today's world. “Pay for what you get” is the industry buzzword today. This changing industry dynamic has led to an evolution of customer mindset and expectations. Most organizations exhibit strong intentions to embark on a commercial transformation journey shifting from managed capacity to managed output and outcome-based commercial constructs along with their Agile transformation. In an effort towards moving up the commercial value chain, customers expect IT vendors and service providers to put their skin in the game through a bonus-malus framework for business/IT outcomes achieved. Hence, IT vendors and service providers are now constantly on the edge to reposition themselves as a “strategic partner” to their valued customers.

So how do we bring about customer delight here? What is that solution which customers would love to internalize enterprise-wide to undergo a seamless commercial transformation?

In an effort to reinforce collaborations with customers and win their confidence, we bring forth a well-integrated and compelling solution that will build a robust ecosystem of estimation governance, Agile key performance indicator (KPI) management, and a transparent commercial transformation roadmap.

The key takeaways of my presentation are:

The different flavors of Agile contracting models along with the controls or guardrails to make each such model a win-win for both parties
A patented estimation model that forms the core engine of innovative pricing model
A step-by-step commercial transformation plan.

I want to take the opportunity to respond to a question submitted by an attendee:

Question: What methods do you use to ensure the value proposed is realized over measure phase?

The Commercial Transformation solution framework has an in-built KPI management framework that identifies, defines, measures, and baselines the different team performance KPIs, which in turn helps provide insights on the value proposed versus realized. At the ground level, we have metrics like the say-do ratio measured for each team to help understand what entities are proposed for delivery versus what has been delivered.

Also, the Commercial Transformation solution framework uses a value quantification and management framework that attaches business value to the delivered output (measured), thereby helping customers understand the value being delivered at the end of an iteration/release/phase against what has been proposed.

I had a great time presenting, and the full presentation will be on demand through 31 January 2022. Visit PMI Virtual Experience Series 2021 for more details.

Posted by Sharmila Das on: October 27, 2021 10:31 AM | Permalink | Comments (2)

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Presentation Recap: Winning Customer Confidence by Designing a “Transparent-and-Tangible” Commercial Transformation Roadmap Categories: Virtual Experience Series

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Presentation Recap: Winning Customer Confidence by Designing a “Transparent-and-Tangible” Commercial Transformation Roadmap

Categories: Virtual Experience Series