Note: The Sales Hand-Off meeting does not mean the project has started yet. We can not start a project until we receive payment.
- Technology: Teams, Outlook
- Sphere: Coordination, Communication
- SDLC: Sales and Project Introduction
- Cadence: Once
When a new client signs a project agreement, the project is introduced to the PM team. The PM Manager/Leadership determines who is going to be working on this project, and we begin our set-up phase.
- Set-up Phase:
- Creating the EP (completed by Ops Team)
- Creating the Teams (completed by Ops Team)
- Sales Hand-off Call
A sales hand-off call is an informal conversation between the salesperson who closed the deal, the PM who will work on the project, and if available, the BA. This call is traditionally 30m or less. In this call the salesperson will go over any changes to the contract/agreement that was necessary for the deal. They will give a high-level overview of the project. And they will give any interpersonal insights to the client that may prove useful for the PM.
Sub-Note: At times, Leadership may determine that a project will start prior to payment.
- Determine who the salesperson is for the project, this is generally who sent over the sales hand-off e-mail.
- If there are any doubts, ask Phil Ganoe who should hold the “Sales Hand-Off” meeting.
- Schedule the meeting with the PM, salesperson, and BA (if available) at the soonest convenience.
- Request any meeting notes or recordings from the salesperson
- Title the meeting “{Project Name} Sales Hand-off”
- Create an agenda with the following questions:
- What type of company are they?
- Who are the stakeholders?
- Who will be the initial point of contact?
- If eCommerce, what products do they sell?
- If there's an integration, what systems are the clients using?
- What are the goals of the new website?
- Are there key features
- Are there any changes to the standard agreement in this project?
- Did the client set an expectation for timeline for this project?
- Are there any budget considerations?
- What is the technical aptitude of the client on this project?
- Are there any interpersonal insights to this client that we should know starting off the project?
- Examples:
- Are they on time to meetings?
- Do they hate meetings?
- Is it better to meet with them in the afternoon or morning?
- Optional Items:
- Examples of websites the client likes or dislikes
- Do they have any primary concerns related to the triple constraint (budget vs timeline vs scope)
- Did the client call out specific challenges?
- Are there any features that we are expecting to work strictly out of box?
- Are there any features that we know will require customizations?
- Record the Sales Hand-Off meeting, and save the video to the Teams channel for reference.
¶ After the Sales Hand-Off
- Schedule your kick-off call with the primary point of contact, derived from sales hand-off
- Coordinate with Ron + POC to schedule Web Strategy call if this has not happened yet
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