PROJ-01a » Transition from Sales

Service Blueprint Bricks » IT Projects Series

Process Details

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Process Description

The first hurdle that IT Solution Providers face once an agreement is signed is accurate and timely transfer of information from sales to the services team.   Issues resulting from incomplete or delayed transition from sales can dramatically impact the client's initial impressions and the likelihood of a successful project – for the worse.

PROJECT Module 01a, Transition from Sales, begins at the point where the opportunity has been closed in the CRM system and the agreement is ready for setup in back office systems. It includes initiation of the project and resource assignment.

The cornerstone of this module is the Sales to Services Transition and Internal Kickoff session, where sales provides a comprehensive briefing to the services team on what was sold and the expectations held by the client for service delivery.

The module concludes with brief client call to introduce the onboarding team and schedule the kickoff session.

This module consists of the Module Overview Diagram plus 7 pages of detailed process maps personalized for your company.

  • Fewer client satisfaction issues resulting from poor sales turnover
  • Timely project starts and initial billing for new clients

Included with your first Service Blueprint Brick for a series:

  • Life Cycle Diagram depicting process modules for the service offering
  • Tutorial on "How to read a Service Blueprint"
  • Kaizen-based guide on "How to deploy a Service Blueprint module"

Included with each Service Blueprint Brick:

  • 11x17 and Legal  PDF versions (A3 version for international clients)
  • Detail Report (describing roles, systems, documents, and KPIs for the module)
  • Task Report (listing all of the onstage and backstage tasks in the process module)
  • Personalization with your logo, roles, and service automation systems

Additional features for Service Blueprint Subscription clients:

  • Editable native MS Visio version of the Service Blueprint
  • Accompanying AntFarm tools and templates such as agendas, project plans, planning tools
  • Access to online Service Blueprint training
Entry Conditions
Exit Conditions
Process Topics
KPIs / Metrics

The goals of this process are to:

  • Transition new agreement from sales to service team in a timely manner
  • Set up the new agreement and project in back office systems
  • Assign the service delivery team for the project
  • Acquaint the project team with the new client and their expectations
  • Schedule the project kickoff session

At the onset of this process:

  • Sales Opportunity is closed in {CRM}
  • Final agreement documents are posted
  • Sales activities / tasks have been initiated for transition from sales to services

Upon completion of this process:

  • Agreement and Project set up in back office systems
  • {Project Mgr} and engineering resources are assigned to the implementation project
  • Project management documents have been initiated
  • Sales to Services Transition and Internal Kickoff have occurred
  • Project Kickoff session is scheduled
  • Fulfillment of long lead time items is initiated

This process module includes these sub-processes:

  • 01a.01 Sales Forecasting for Services
  • 01a.02 Agreement Setup
  • 01a.03 Project Initiation
  • 01a.04 Sales Transition and Internal Kickoff
  • 01a.05 Initial Product Fulfillment
  • 01a.06 Project Kickoff Scheduling

These metrics and KPIs provide an indication of process performance:

  • Go-Live Issues
  • On-time Go-Live Rate
  • On-time Sales Transition Rate

Process Overview Diagram