The ability to deliver quality services that respond increasingly well to the emerging needs of clients in a competitive environment such as IT necessitates the adoption of highly-sophisticated, tried and tested internal processes.
A crucial moment for the success of a project usually occurs following a trade agreement with a new client, when the “expert" (in terms of information, skills and responsibilities) must move as effectively as possible into the team that is doing the work. This can only happen if the sales team and the development team work closely with one another from the beginning, during the negotiation stage.
This requires a set of well-defined rules of engagement, as well as shared working methods and tools which can support and chart the course of a process that is often extremely complex. Bruno Mussini, Head of Operations for IFABER, illustrates how IFABER has addressed this issue at the CA World 2013 event in Las Vegas.
(REF. PP301SN - From Opportunity Management to Demand Management)