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This assessment is based upon a lengthy research programme into the need to align traditional Project Management with Business Process Management. The task of the Relationship Manager is to orchestrate the functions of Sales and Project Management to ensure that the customer receives value in the short, medium and long-term. Emphasis is placed upon preserving the integrity of real, as opposed to perceived, needs and represents a positive step towards Project and Programme Management improvement for the very largest and most complex business undertakings. The assessment is designed for Business or Account Managers who need to understand Project Management methods and procedures. It is therefore based upon a mix of 48 questions designed to measure the knowledge of a very senior business professional, probably operating close to Board level, charged with the responsibility and accountability for meeting critical strategic objectives.
The questions divide themselves up into five major areas of competence. They are as follows:
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Relationship Management: This category assesses the participant’s knowledge of the general principles of Account Management including a run-down of those factors required in order to be successful in managing a business portfolio. It also includes elements of Managing Change, the processes of Escalation, Level Selling and Crisis Management.
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Strategic Project Management: There are a number of aspects of Project Management which are assessed within this section of the assessment part and include, but are not limited to, Project Success/Failure Criteria, Planning and examination of a number of aspects of the ‘big picture’ of Project Management.
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Communication Skill: This section covers Buyer’s Perception, Team Building including Leadership capability and Conflict Management. This section also addresses formal presentation skills, including the planning, preparation and delivery of Proposals for Change.
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Business Awareness: This section covers Initial and Advanced Qualification plus Estimating, Legal and Finance issues. In addition, the assessment will look for capability in establishing and maintaining Third Party Relationships including Procurement and Business Case preparation.
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Project Management Techniques & Procedures: In addition to the tools and techniques traditionally used within Project Management, this section also includes Risk Management, Scheduling, Value Management, Work Breakdown Structure and Quality Management.
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The evaluation produced will contain specific training recommendations as with all other Knowledge Assessments. Because of the seniority of the Relationship Manager, it is strongly recommended that a personal interview is conducted between SkillsEdge senior management and the participant to examine where the necessary improvements might be sought. Experience is already beginning to show that senior Account or Business Managers may not have sufficient a grounding in Project Management Techniques and to a degree, the reverse is also true in that where Project Managers have been appointed as Relationship Managers. If there is a need to gain Account or Sales Management knowledge, a carefully planned programme of coaching and training is necessary to produce the desired balance. It should be remembered that because of the importance of the task of the Relationship Manager, top management are likely to be involved in any decision concerning training and development of the individual participant.
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