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Effective Firm ManagementIncreasing profit margins through project execution.

Luanne PavcoGeneral ManagerSlalom Washington D.C.

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We are in the business of consulting and our client relationship and reputation get us business. With this foundation, there are

two major principles that drive project execution.

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Do what is right always.

1

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OverCommunicate.

2

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At Slalom we have a comprehensive plan. However, there are a few dimensions

that drive overall success.

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The work you choose to go after, the people that will engage and how well you know your client.

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The mix of client expectations, client requirements, what you bid and reality are the same. Therefore you must be disciplined on what and who you bid to – so that your project management approach has a chance to succeed.

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Project Management Functions• Progress Boards• Metrics and Reporting

Monitor and Reporting

• Issue Management• Project Change Control

Impact Management

• WBS Development• Utilization• Estimating• Cost Management

Project Planning and Tracking

• Vendors• Contractors• Internal Resources• Team Development

Resource Management

• Identification• Triggers• Actions

Risk Management

• Business Case• Cost Benefit Analysis

Project Justification

• Business Process change• Work flow / Activities• Support / Training• Technology• Roles and Responsibilities

ImplementationManagement

• Scope Definition• Charter• Resource Planning• .org Definition• Project Approach

Scope Management

• Customer Acceptance Strategy

• Communications Plan

Expectations Management

• Dependency Management• Business, Applications and

Infrastructure• Internal and External

ProjectIntegration

• Project File• Document Collection• Configuration Management

Project Administration

• Project Quality Reviews• Business Approvals and

Checkpoints• Acceptance

Delivery Assurance

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ClientExpectations

Reality

Talent

ClientRequirements

RETENTION

ACCURACY OF YOUR BIDGOVERNANCE

UTILIZATION

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There are always specific tactics you can take to increase profitability

Utilization reporting – and monitoring weekly for the maximum hours permitted

Ensure the run rate uses the project ceiling and if not suggest other activities/projects to enhance current SOW

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Actively manage your subcontractors (limit hours to budget)

Frequently check bid rate/profit per category

Backfill with less costly resources

Off/On shore where you can to maximize shared services/resources

Build once sell many

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At the end of the day, any one project isn’t worth the relationship. It costs a lot to replace a client. The best way to maintain profitability is to have clients who like you, rehire you – and recommend you to others.

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Sometimes less profit on one project is worth the overall client profit. If you choose your clients well and bid on things you know how to do.

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