About: glennconway

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Sales Is Not Profit

Perhaps most people clearly know that Sales Is Not Profit. They don’t need to be told that one is not the other.  But haven’t you seen or worked with people that seem to equate these two though they are totally different things?  Maybe you didn’t realize that some companies chase sales so hard because they think that one automatically leads to the other and therefore more is more.

Over the last few years I have worked with several Companies that focused...

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WHY CONTRACT PM’s FAIL AND WHAT TO DO ABOUT IT

Have you or your firm contracted for an (outside) Project Manager (PM) to manage one or more of your projects?   Or are you planning to engage an outside PM for one or more projects in the near future?   Or have you been disappointed with the results obtained using outside PM’s on prior projects?

Many contracted Project Managers are ineffective in their roles.   This piece focuses on how to get (far) better results out of contracted or subcontracted PM’s in the future.

Project Financial Management

Project Financial Management and financial control is an area that many companies under-emphasize.  Especially those that are not familiar with project cost control management methods.  To do this well requires a fusion between the Company's Accounting organization and the Project Manager or Practice Leader for the project(s) that need to be controlled.  I have seen many situations where companies have failed to effectively plan for solid control, and ended up spending far more or making far less on their project(s) than anticipated.   Often...
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Project Scoping

We have seen many projects that were initiated without a well defined (or well communicated) set of objectives and requirements. There are a lot of reasons for this, but very few good reasons.  The most prevalent reason is that the client and/or the person(s) who perform the actual project work jump into the project without taking the time to develop a scope statement or set of requirements. (more…)...
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Change Management

Business Projects and initiatives are often titled something like “Upgrade The Financial Reporting Process” or “Implement A New ERP system” or “Improve Inventory Control.” These titles describe what a project or initiative is intended to achieve. However, what is often missing in significant projects is the recognition that the biggest risk and time-consuming activity is dealing with the people (and other companies) that will be affected by the project. (more…)...
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