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2022 | OriginalPaper | Buchkapitel
6. Sales and Staffing
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Abstract
The activities before the sale of the project are called presales. The people in these roles are not considered consultants as they are not part of the implementation team; however, they are still part of the Ohana community. Some of them include contract review and resourcing planning, which you will learn more about in this chapter. Consultants are often involved in presales activities and can offer critical advice to set up a project for success. Once a project is sold, the account executive will hold a sales handoff meeting to explain the background of the project, as well as the scope, timeline, and budget. Sales handoffs are a good time for you to ask specific questions about the sales cycles so that you can learn about the personality of the client as well as other project expectations and assumptions.