Strategi Jitu Banjir Proyek
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Bagaimana strategi mendapatkan proyek. Tips dan tricks praktis untuk memenangkan proyek IT dengan mudah
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Strategi Jitu Banjir Proyek
- 1. Strategi Jitu Banjir Proyek. Mahfudh Junaryanto IdeoSolution.com Kami Kerja Remote 17 May 2015
- 2. Marketing Selling Engineering Deliverables Leads Projects Execute Measure Learn The Basic
- 3. Marketing: Be Present Marketing #1 I exist.
- 4. Marketing: Targeted Marketing #2 Measure & Focus
- 6. Sales: Likeable Selling #1 Be likeable
- 7. Selling #2 Help Customer (Really help!) …did I say you have to really help them?
- 9. Sales: Go All Out Selling #4 Go All Out
- 11. Sales: Gather Feedback Selling #6 Solution-centric Proposal Problem Statement Amplify the pain (with facts/numbers) Solution Timeline (with milestone, deliverables) • Prototype • POC • Overview • Architecture Effort (broken down into activities & modules by mandays) Project Team (with name, role & CV) Compliance Table
- 12. Sales: Gather Feedback Selling #7 Pricing Secrets Buffer up dev efforts by 50% Itemize the efforts (as long as possible) Scope out with Optional Items
- 13. Sales: Close dealSelling #8 Follow-up with style
- 14. Go International Sales OfficeSolution Gallery
- 15. Q & A
Notas do Editor
- Every activities must be map to basic process Think of a multi stage waterfall, how much money you finally earn determined by how much water disapear in every stages Revenue goes back to investment to improve every process - Attend to more expensive events to catch bigger fish - Drive with BMW to customer - Hire better engineer, provide free flow of drink Basic metrics and measurement Analyze and learn
- Show that you are exists Showcase your portfolios and strength Photo of the team and office if possible Blog
- Measure ROI of every channel Focus on high ROI
- Tell people around us Attend conferences
- Likeable is … Learn communication techniques Read How to talk to anyone Practice by meeting more people
- You got experiences and skills, use it to help -> Reward direct from God The more you teach and share, the better you are Ultimate outcome: Gain Trust
- Learn how doctor solve patient problem Attentive listening Explain possible problem Explain available solution Suggest a solution
- Show you are seriously helping out Tell them your limit (eg. Time, expertise, etc) Tell them you gone extra miles to help
- Draft version to get feedback Final version is like love letter that not supposed to reject
- Problem + Pain point is important -> the treasure in attentive listenin Explain Solution like telling Good news
- Secret to make customer happy, and give yourself better revenue 1. Developers tend to introduce himself as superman Can do faster, better, cheaper -> huge mistake! Based on experiences, customer ask for more 2. High level vs detail item -> more items warrant more cost -> high price 3. List out all possible variations and extra, state them as Optional Item (Add On)
- 2 extremes: Quite vs Pushy Always follow up, in indirect manner Show them you care for them by remembering exactly problem they have
- Open for discussion: Typical Indonesia programmers: Lack of communication Lack of self confidence Lack of exposure and international experiences Typical Successful company Top Sales Guy meet talented engineer Story of previous company Overseas Indonesian can help fill up the gap-> Sales Marketing & Solutio ning