PM'ing Sales Like a Line Cook

When a line cook breaks down a chicken, dices onions, or separates egg whites, they’re processing raw ingredients. Their work sets the whole kitchen into motion. In client services, breaking down project requirements, procurement processes, creative briefs, and RFP guidelines reflects a line cook’s role, setting the stage for the first steps of the business development process, and the client work to follow.

Where do you start? How do you identify risks? What’s being said in-between-the-lines? How do you separate the signal from the noise? How can you identify and cultivate great projects, and identify and avoid bad ones? How can you ensure you hit the ground running when a lead turns into a project, and it’s time to deliver? How can you ensure the transition from sales to project is considered early enough?

For one cooking-metaphor-overwhelmed evening, Rawle Anders and Joe Rinaldi from Clutch (http://www.thatwasclutch.com/) will demonstrate how to process the raw ingredients of the initial business development process, ensure that quality products are selected, and the kitchen is prepped for a successful service. See? A whole evening of this. We’ll review a real live RFP, break it down, discuss all of the moving parts and considerations, walk through the process, and softly curse throughout.

Joe and Rawle each worked in and led client services on the front lines of business development for digital agencies, and now consult with teams all over the world (looking at you Colombia and Canada!) helping them improve their client services practice and business development processes.

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