L11: Scope Of Work

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Overview

Sales responsibilities and key deliverables from the Project Sales perspective – Needs Analysis / Site Survey / Governance / Scope of Work. Understand the importance of and how to validate project assumptions and constraints (Client-facing and Company) and assignment of responsibilities.

Why is this session important?

A mature sales process is crucial in delivering a Needs Analysis, Site Survey (if existing structure), Preliminary Design (Equipment and Parts), Labor Estimate – all culminating in comprehensive Scope of Work with essential categories, milestones, assumptions, exclusions, responsibilities, change control procedures, pricing and payment terms. Without these “Sales” deliverables the project will be at risk throughout its execution.