It Project Manager Manual (1)-How to conduct business research?

Preface
It is very difficult to become a successful project manager in the IT industry, especially in the management software implementation industry. A successful IT manager is required to be familiar with computer software and hardware knowledge, have business background and good communication skills and persuasion skills. Of course, the project team must also have prestige and executive power. Such talents are perfect.
Even if the average person works hard, they cannot reach such a perfect project manager. If they believe that they work hard, they can be able to suffer from success books that are too deep.
According to my personal experience, there are very few such project managers. More project managers have jobs rather than job skills, but it is ridiculous that, it is often because a person who has just been discovered to have such potential will not have many opportunities to implement the project, but is in another state of exhaustion.
Because a person with rich practical experience has the most valuable experience in the enterprise, rather than in-depth implementation of a specific project, it enters the pre-sales.
Managing Software Sales is the most suitable consultant sales technology, but it is hard to imagine that a consultant without practical project experience can effectively grasp the enterprise's needs and impress potential customers who have doubts about software suppliers in essence, this can only be done by experienced project managers.
If a software company still has problems with survival, the most reasonable choice for such a good implementation consultant is the pre-sales consultant. Many users often feel that there is a huge gap between pre-sales and after-sales communication after cooperation, because what you see before-sales is your own consultant, after-sales service, you still need to prove your consultant.
The author divided his pre-sales and after-sales experience into nine skills (Business Research, solutions, product demonstration, user inspection, COMPANY Introduction, user training, on-site promotion, project acceptance, team management.

How to organize research work?
Many people think that the research work is extremely difficult, the highest level of talent can do a survey, the software engineering also stressed that demand acquisition is the most difficult thing. Some people either think that, or even a common technical support can do the job.
Nowadays, many companies want software companies to send people to understand the situation and put forward targeted suggestions. In fact, this has caused a problem for sales managers of many software companies. They personally do not trust the company and are not professional. Therefore, it is difficult to coordinate resources by asking the company to send a consulting consultant, users are not satisfied when the response is not timely and lead to incorrect business opportunities. A technical support cannot guarantee the quality of the survey, making it hard to convince users in the follow-up work.
In fact, the difficulty and difficulty lies in whether to use the correct method to do things. People often use the correct method to do things.
Although it is said that the quality of research work is directly related to the survey of personal abilities, experienced people can complete high-quality research in a very short time and obtain the approval of the survey users, people who have no experience spend a lot of time on the site to learn about the situation may give the user a poor impression.
However, the most experienced people cannot understand all industries. They can do well in research for some unfamiliar industries, I found that the biggest difference between experienced and inexperienced investigators is whether they organize research work according to the correct process. Doing things in the right way will naturally make it easier to succeed, the presence or absence of experience in other industries is only a positive factor in successful research.
In the eyes of an experienced business engineer, the investigation is not as simple as the on-site investigation. Both pre-sales and after-sales research can be divided into three stages.
The first stage is the research preparation stage. At this stage, you must confirm the survey plan and prepare the survey background materials. The quality of work at this stage will play a key role in ensuring the smooth development of research.
The second stage is the on-site investigation phase. Various surveys are completed based on the survey plan and recognized by users.
The third stage is the implementation phase of the follow-up research work. After the investigation, product demonstrations, technical exchanges, and solutions are often prepared. Therefore, after the investigation, you must take advantage of this situation, only after some implementation of the subsequent work can other work be done, the research work can be completed.
This is a point that many people ignore and think that the successful investigation is over. In fact, the research work and the follow-up work are often not prepared by the same person, if high-quality research information cannot be promptly and effectively transmitted to the minds of subsequent workers, the research work will actually lead to a larger loss of opportunity costs.
From the business point of view, there is still a timing problem in pre-sales research. Research itself should be a part of business planning.
After many business people contact users, the technology is unclear and the business is unclear. Therefore, they have to give a templated solution to the users. As a result, the solution is unconvincing and the solution is highly similar, users cannot identify and often make a request: Do you need to arrange your company's business personnel to conduct a survey and then provide a targeted solution?
Experienced sales personnel should also understand that research is a proper and practical task, and should not be taken by users. It should be part of the overall business planning, but this is not the focus of this article, this article focuses on the skills required for business research.