Commercial PM Series: Develop Client/Business Value Proposition Skills

Date: 27-28 March, Mon-Tue 2017
Time: 9.00am – 5.30pm
Venue : Unit A211, 2nd Floor, Lift Lobby 3,
Block A, Damansara Intan E-Business Park,
1, Jln SS 20/27, 47400
Petaling Jaya, Selangor, Malaysia.

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Equip yourself with the skillset and toolset to become commercially relevant

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What exactly is commercial awareness? It’s not merely the ability to read financial statements or having attended a business class. It is about transforming yourself into a business value creator. This mind-set requires a specific set of skills and tools. And this is what the class is all about.

Using a case-driven approach, you will be exposed to the process of searching, identifying and creating value. Value has to be created for the customer but you and your company must also be able to capture some of the value. This “win-win” mind-set is the focus of the class.

You will be introduced to a customer-centric and visual approach to design. Taking on the customer’s perspective of the various roles e.g. end user departments, IT departments, finance department and also the CEO’s perspective, you will be put through the exercise of identifying their jobs-to-be-done, pains and gains. This customer-driven approach to identifying your solution, or value proposition, is the first step to ensure effective solutioning.

Visual canvases such as the Business Model Canvas, Value Proposition Canvas and the Customer Journey Canvas are the key tool-set upon which you will develop and practise your commercial awareness skills.

At the end of the day, what does a customer expect? A technical solution alone or delivering a business idea? Who wins? This is quite clear that Commercial PMs are expected to identify and deliver value, not merely checking off the deliverable list of the Project Management Plan alone. The VUCA (volatile, uncertain, complex and ambiguous) world requires PMs to be agile and yet business savvy. Having a clear idea of the business value that you are delivering is the foundation of your decision-making and prioritization processes throughout delivery. Such clarity helps you to be confident in managing the changes that inevitably will become more challenging in complex projects. Ability to understand, influence and convince various stakeholders depends on your ability to articulate the business value being delivered to each party.

And a business mind-set is what will set you apart from other PMs in engaging with customers at the highest level of management as well as, ultimately, becoming the trusted business advisor.


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