What are the challenges have you encountered post presales ? In other words challenges in Customer engagement and how did you deal with it ?

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Poorvi Arora Engagement Manager| DoItLean Pune, Maharashtra, India

What are the challenges you encounter post presales? In other words challenges in Customer engagement and how did you deal with it?

Posted: Apr 3, 2021 3:26 AM (Updated by author: Apr 3, 2021 4:40 AM)

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Thomas Walenta Global Project Economy Expert Hackenheim, Germany

Hi Porvi,

I found more challenges between sales and delivery. Presales in my history had the target to make the customer interested and show them the available options for a solution. A solution for a problem they might not have fully defined.

Sales then proposed a specific solution, closed a deal, that is their job. So they make promises, shortcuts and balance price with scope. The delivery project manager then has to deliver against the contract.

One way this works, if you first establish a trusted relationship with the customer, second lay aside the contract and help the customer to really understand their problem and what can be done about it within the constraints of the contract.

The conflict between sales and delivery is on purpose, it leads to creative tension. The key - as with any conflict - lies in knowing how to handle the people.

I have been in presales, sales and delivery for 30 years, also managed sales and delivery together.

Thomas

Posted: Apr 7, 2021 12:53 PM

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What are the challenges have you encountered post presales ? In other words challenges in Customer engagement and how did you deal with it ?

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