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In today's tough economic environment, corporations face the challenging task of succeeding in an already crowded marketplace, where competition is fierce and innovation is quickly commoditized. The key is to realize the real power that non-salespeople have when it comes to engaging customers, developing strong trust-based relationships, and generating repeat business, loyalty, and advocacy. This is not a book about running successful projects, nor is it about increasing revenue figures by exploiting or abusing the dangerous change-order business practice. The Unconventional Project Manager™ is a powerful tool created purposely for non-sales professionals, and primarily for Project Managers, Engineers, Service and Technical teams, and for that matter any person who spends time in front of customers delivering value by solving their problems. Through the utilization of real-life examples that the reader can easily relate to, the author illustrates each of the concepts covered in the book. The intent of this book is not to turn project managers into salespeople, but rather to provide PMs with the tools necessary to help them understand the criticality of their role in the Need Creation process, which ultimately is the basis for sustainable revenue generation. The Unconventional Project Manager™ is a new breed of professional that not only understands project execution and customer success, but also embraces business development as a core competency to deliver outstanding Value to the corporation.
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George Galaz is an accomplished project manager, sales leader, and coach that has devoted his entire career to working with companies of all sizes, from small start-ups to giant multinational corporations. He specializes in dramatically improving sales results by expanding the company's sales and business development reach, increasing booking and revenue numbers considerably. He has lived in four different countries and has conducted business in five continents. Earlier in his career he practiced project management for several years, and was the first PM in his organization to earn recognition for his contribution to the company’s top line.
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