Tag Archives: project management careers advice

Careers Advice, IT Project Management, Project Management, Project Management Software, Recruitment, Starting out in Project Management

Sales Manager with Project Management Skills, help? Q&A

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Hi Nicola, I have a long career of software sales experience and I am looking to make my next career move. My question is that I have a great deal of project management experience having delivered a number of software implementations to clients but I am always seen as “just a sales manager” – is there any advice you can give me on how I can be taken seriously as a Project Manager. Simon; Key Account Manager, West Midlands.

 

Hi Simon, many thanks for getting in touch – what a great question! I can see from your CV that you talk a great deal about the sales you have made and your track record is impressive. You place a lot of focus on the sales aspect which I suspect is why you are not being taken seriously for the roles which lean more towards the PM skill set. One piece of advice I will offer is that you need to be sure that your desire to focus on the PM aspect is realistic – at the end of the day there is a great deal of competition for PM roles out there and you will come up against out and out Project Managers. Should you reach interview with such stiff competition you will need a convincing reason why you wish to transition. However there are a lot of Software Project Manager roles available and most of them are strongly focussed on presales, these types of roles tend to require a good sales person to interface between the client and the development team and will do similar project management to your background – delivering integration of the product.

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Therefore I would suggest you balance your CV with information which demonstrates your strong sales track record but also talks through how you deliver projects, think about the project lifecycle and address the various aspects. Add in details on teams, stakeholders, budgets, project details and change management – let the reviewer of the CV really understand what your current and previous roles involved. Place some emphasis on key achievements which really talk about how you add value – this can be dealing with tricky customers, overcoming change and identifying/remedying bottle necks. You will put yourself in a strong position against the perceived strong competition as you have three or more core areas of competence versus the straight forward PM. I have always believed you need to have some good sales skills to be successful in Project Management, dealing with such a mixed bag of stakeholders and gaining buy-in, to be able to combine with a structured approach to managing projects you are in a strong position if you market yourself well.

Careers Advice, Interviews, Project Management Interview Questions, Project Management Interviews

Questions you should ask the interviewer

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Interviews can be stressful for some and even enjoyable to others – it just depends on your perception of what you hope to achieve from them. Clearly you are hoping to be offered a job but that is not always the case; the interview should be a two way setting and often the candidate loses sight of this. I have been in interviews where I have known quite quickly that it is not the role for me, and walked away from interviews wondering if I actually would welcome an offer – therefore it is important to make sure you know if this is the one for you.

Notes

Most formal interviews will consist of an introduction from the interviewer followed by a series of questions presented to the candidate to understand how you work and react in situations, towards the end of the interview you will be presented with the opportunity to ask questions back. This is where some good planning comes into play; you need to think outside the box as the interviewer should answer a lot of questions in their introduction. A trap, a lot of candidates fall into is to respond with “I think you have answered everything I was going to ask” – this can come across as a lack of real interest in the business / role and can put interviewers off you.

Here are a few questions you may find useful to note down for future interviews:

  • What does the actual day to day work involve? (bearing in mind Project Management makes for constant change, there will still be core duties required of you)
  • What do you enjoy most about working here?
  • What are the main challenges the team / projects face at the moment?
  • Have you identified any weaknesses in the team; are these something you would like me to address from the start?
  • What do you think it might take to be really successful in this role?
  • Could you talk me through the management style here?
  • Do you have any specific projects in mind that the successful candidate will be working on?
  • Is it likely I will be working as part of a team and are the staff involved in different projects at any one time?
  • Does the business encourage employees to study and gain professional qualifications? What kind of support is in place?
  • What kind of backgrounds personally and professionally do the existing team have?

And to round up:

  • When can I expect to hear from you with a decision and do you usually call or write to let candidates know the outcome?
  • Would it be possible to gain some feedback from you regardless of the outcome?
  • Have I answered everything thoroughly enough for you or is there anything else you would like to ask me?

I recommend writing a list of questions to ask – always write down more than you need in case some are already covered by the interviewer (some interviewers are more thorough than others). Avoid any questions about pay, holidays, benefits, sick leave, hours of work etc as this can give a bad impression – these questions will be answered at the offer stage (if you get that far). Once you have a list of questions, place them in a folder and when you are asked for questions do remember your manners and ask if it is OK to refer to the list you prepared prior to the interview.

Careers Advice, Project management career progression, Project Management Careers Advice, Project Management Training

Breaking into Project Management

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Careers advisors have been working with young people for decades to help them recognise their potential through various testing and quizzes which often list project management as a suggested route for those who demonstrate an organised approach to working. However it is one thing being listed as a suggested profession and another thing actually being able to attain a project management role. Most of the PM people I know happened to fall into the field – like myself, I was working on quality control for a large blue chip when I was asked to get involved with some continuous improvement projects. Having demonstrated my willingness and aptitude to managing these projects I was put on courses to learn a structured approach to delivery and quickly moved into a role where I was managing new product introduction projects across Europe. I haven’t looked back and having been fortunate enough to have a supportive senior management team I learnt a great deal very quickly.

Knock on effectI would always recommend those who want to get into PM take a look at their current circumstances, what can you do where you are to achieve your goals? If you are yet to secure a new role then I suggest targeting businesses with the scope to be able to offer more, later down the line. Make a point of securing a new position which is ideally office based and work hard, get noticed for the right reasons and don’t be disheartened if you don’t feel you are moving at a pace you feel you deserve. It is important to make sure you gain some trust by the senior management team, once they know you can do the task in hand (i.e. the job you were employed for) and can see your willingness to be involved in projects you should start being invited to get involved. In the first instance you are likely to be asked to support a project, this is a great basis to build up your portfolio of skills and gain a greater understanding of how projects are run. You will also get to work with other parties around the business and begin to be recognised in this field. The knock on effect is that you may then be requested from other areas in the business to join new projects. Don’t be afraid to ask questions, be open to training, and be keen to join in.

This can work for those already established within a business, if you have been working in a job which isn’t challenging you, take time to speak with your manager and ask if there are any projects you can get involved with. Explain you are keen to be involved but be careful not to be too dismissive of your current role – think about the reasoning behind why you want work on projects, always take a positive approach.

Project Management Job Boards, project management jobs, project management recruitment

The Benefits of Using Project Management Specific Job Boards

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I listed some Project Management specific job boards in an article last month and wanted to talk through the benefits of using such boards when you are looking for a new role. If you have heeded my previous advice about putting the work in before sending applications which includes:

  • Researching the market for roles similar to your skill-set.
  • Understanding salary grades pitched at your level.
  • Working on your CV to ensure it is in peak condition.
  • Creating a spreadsheet of all your applications to track where your CV is being sent to form a pattern for better results.

Then you are ready to start applying for jobs, it is important to make sure you are targeting the right places for jobs and if you are taking the recruitment agency route then the job boards you use can be your friend or can be a lost cause. Here are some benefits to using Project Management specific job boards:

  • By applying through PM specific boards you are likely to send your CV to PM specific recruiters or ones who tend to mainly deal in your profession. Therefore you may not be quite right for that role (for many reasons such as being too late with an application – shortlists are usually filled within a few hours of the recruiter qualifying the role, or your skill-set may not be sufficient as the job adverts are too generic etc) but there may be a new role that recruiter is qualifying which you could be considered for.
  • Employers who use these PM specific job boards will have a smaller pool of applications to choose from – as it is industry specific and considered niche then there will naturally be less people applying through these boards. This is a bonus for the employer as application lists can reach the hundreds on the generic job boards.
  • Often roles posted on these smaller boards do not get published on the larger job boards; which means again that the pool of applications will be smaller.
  • Recruiters are often swayed to open applications from specific job boards over the more generic job boards first – usually there is a better harvest from smaller specific board applications.
  • Reputable job boards are the way to go, some of the larger boards have a great deal of advertised roles which aren’t real, it is a way to get hold of CVs for databases and increase traffic on the website to make money.

By keeping your applications down to a healthy load of say 4-6 per week you have a greater chance of yielding success – those who take a pepper gun spray approach find themselves being ignored by recruiters and employers as they tend to apply for anything with the word “project” in them and the roles vary massively, this does not demonstrate good attention to detail or a good understanding of where your skill-set sits. Make time to tailor your CV for a few roles and write a cover note matching up your core skills and experience to the role being advertised – trust me, it is a much better use of your time.