I discovered this industry almost 3 years ago and I have to admit that opportunities like this in our area are pretty scarce. Of course, I was thrilled when I heard Jessica Rathke was coming to Cordoba since I had already attended one of her webinars.
Jessicas’s enlightening three-hour workshop gave us amazing tips on how we, Project Managers, can become revenue generators. Here are my top 4 takeaways.
- Project Managers are Already Selling
Human beings are constantly selling. Selling is not only showing someone a product or a service and expect the other person to buy from us. Every time you need to make a decision with another person and you want to convince that person your option is better, you are selling. Every time we make contact with one of our clients, we are selling.
- Project Managers Should Develop Revenue Generation Skills
Project managers should understand that every email they reply to or send, every phone call they take is an opportunity to continue the job the sales team has started. The client is already “sold” so the hard part has already been done. Project Managers should have “client retention” in mind all the time.
- How Project Managers Deal with Clients is a Competitive Advantage
Project Managers should make things easy for clients. Handle their issues proactively, minimize the actual customer effort and clients will be happier. Happy clients always come back.
- Project Managers Should have a Commercial Mindset
Look beyond projects. Listen for clues in customer comments. Delivering early, fixing a problem, client compliments are some good opportunities to reinforce the relationship.
I encourage you to implement these tips and measure the results. I’m already doing so and I couldn’t be happier.