| January TwentyTen
The Enlightened Manager Newsletter
A quick read for busy government, industry and association executives
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 1. Ten actions to take in 2010
You
must learn from the mistakes of others. You can't possibly live long enough to make
them all yourself (Sam Levinson).
1. Listen 75% and talk 25%. There is a good reason we have two
ears and one mouth.
2. Be open to new ideas. See #1. Really. This means you! 3. Take the time to identify clear, measurable business
objectives. Then keep track of progress.
4. Don't constantly change priorities (as tempting as it may be). It drives everyone crazy!
5. Clarify lines of authority so staff members know who is
responsible for what.
6. Don't put off important decisions - there is a time to reflect
and study, but then fish or cut bait.
7. Pay attention when an employee is talking to you. He or she
is more important than your Blackberry or iPhone.
8. Keep your head out of the sand. Make the changes everyone
else knows you need to make but have been avoiding.
9. Have meaningful,
respectful dialogue with those people who aren't like you or who you don't like. It will result in impressive results.
10. Manage
risk. It takes a lot less effort and resources to fix a risk before it becomes an issue.
Mike
Copyright 2010 Michael Lisagor =========================================================================
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2. Think before you leap with agency account plans
Knowledge collection
about a sales prospect should begin before any actual client contact is
initiated. Start by identifying the client's organization, mission and the
specific people you should call. Gather relevant information from agency Web
sites, news and trade magazine Web sites, agency strategic plans, internal and
external agency audit reports and individuals who are familiar with your target
prospect. In other words...do your homework.
In many larger companies, business development (BD) leads
have the primary responsibility for the identification of new leads in target
agencies assigned to them by the BD executive. Other line managers also
identify leads within designated agencies. Business unit managers and project
managers support the identification of new leads, in particular, within
existing client organizations (cross-sell).
A useful pre-sales marketing activity
is the development of agency account plans. The purpose of these plans is to
determine whether an agency is a good target and to focus subsequent marketing
and sales activities. An account plan should include:
Agency mission
statement Administration
initiatives that relate this agency Issues/considerations
(agency management hot buttons) Key decision makers Incumbent
contractors/vendors Existing technology
infrastructure/preferences Major agency programs Agency budget Existing company
projects and follow-on opportunities Company strategic or
specific opportunities Call plan and action plan
Copyright 2009 Michael Lisagor
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3. Government Program Managers: Do any
of these look familiar? -
Vague program objectives
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Unrealistic or missed schedules
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No automated support tools
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Poor requirements baseline and
traceability
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Ineffective document review process
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Lack of performance based
contracting understanding
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Insufficient data for budget control
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Poorly defined roles and
responsibilities
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Inadequate risk identification
and/or risk monitoring and control
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Inaccurate schedule and cost status
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"Lessons learned" not passed on to
newer program managers
Program Management Institute
(PMI) training provides an essential foundation for government program managers
(PM). But it doesn't necessarily prepare them to deal with many of the everyday
problems that arise on most projects especially as they relate to their own
unique organizational and contractual relationships.
Find out more about my
innovative one-day workshop that teaches managers about the five key IT program
risk activities through real life examples drawn from your own organization's
previous program experience.
Learn more...
Offered on Celerity Works GSA MOBIS
Schedule GS-10F-0380S at www.gsaadvantage.
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4. Small business owners: Realize your business revenue objectives
Winter special: 25% off a half-day planning session.
Too many companies suffer from a lack of focus. Crisis management can be dangerously habit forming!
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 Avoid making the most common mistakes and get focused on a winning strategy!
"You are pretty amazing. We would never have gotten this far
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Hewlett Packard
Greg Fields, Director
Email
206-780-4202 PST |
