“Preparing to deliver our services/products should be just as intense as was the effort to acquire the business”

The sales process can take days, weeks, and even years in some industries.  The longer and more complex the sales cycle, the more a sale has to be managed like a project.  To win the business, requires support from multiple levels in the organization, planning, good strategy, and perfect execution.  Once we win the business, what does it take to meet the expectations that were set during the sales process?  The same level of professionalism, and even better planning, strategy, and execution.

The larger the project, the more important it becomes for the project delivery team to have defined processes and support from multiple levels in the organization.  The sale would not have happened without good process and support; nor will a successful project once the sale is made.

Long-term sustainable growth is not possible unless we focus on excellence throughout the entire life cycle of the customer.