Mastering PreSales Handover: A Manager’s Guide

In the sales lifecycle, the PreSales phase represents a critical juncture where sales and PreSales teams collaborate with the customer—and occasionally the delivery team—to discern their needs and devise a tailored solution. Once a consensus on the solution is achieved and endorsed by the customer, it’s imperative to transition this knowledge effectively to the post-sales team. This transition, known as the PreSales Handover, is pivotal for ensuring that the post-sales team is fully equipped with the requisite information to implement the solution effectively. This information encompasses the customer’s specific requirements, the distinctive features and advantages of the solution, alongside any necessary installation or training prerequisites.

Drawing from my extensive experience as a Presales Manager, I’ve observed that a streamlined and thorough handover from PreSales to delivery significantly enhances the following aspects:

• Enriching the customer’s experience
• Amplifying the delivery team’s comprehension of the project scope
• Ensuring congruence on deliverables and timelines
• Mitigating cost overruns

To facilitate a successful handover, there are several practices I prioritize:

1. Deep Dive into Customer Requirements: It’s crucial for the PreSales team to thoroughly understand the customer’s business objectives, pain points, and technical landscape.
2. Inclusive PreSales Process: By involving the delivery team early in the PreSales phase, it ensures they have a solid grasp of the customer’s needs and are better prepared for implementation.
3. Comprehensive Documentation: I advocate for detailed documentation of the requirements and proposed solutions, including assumptions. This documentation is then shared with the delivery team during the handover.
4. Continuous Communication: Maintaining regular updates with the customer and stakeholders throughout the handover keeps all parties informed and addresses any concerns promptly.
5. Ongoing Support: Post-handover, I ensure the delivery team receives continuous support throughout the project duration.

The handover meeting should include key participants such as the customer, sales team (if they play a role in account management), PreSales team, and the delivery/post-sales team.

For a structured handover, a document or presentation, referred to as the ‘Project Handover Document,’ should be prepared. This document should be reviewed in a meeting to secure agreement from all stakeholders. This document typically encompasses:

• Customer Overview
• Project’s Business Context
• Stakeholder Identification
• Project Scope
• Confirmed Timelines and Budget
• Project Management and Communication Plans
• Governance, Reporting, and Sign-off Procedures

Expert insights further underscore the importance of a robust PreSales Handover. For instance, industry leaders emphasize the value of leveraging digital tools and platforms for better collaboration and documentation. Advanced CRM and project management tools can facilitate seamless information sharing and enhance visibility for all stakeholders, thus contributing to a smoother transition from sales to delivery.

Additionally, the integration of feedback loops where the delivery team can provide insights back to the PreSales and sales teams can foster continuous improvement in understanding customer needs and solution alignment.

In conclusion, a meticulous project handover not only plays a vital role in the success of the project but also lays the groundwork for a satisfied customer relationship, potentially leading to additional business opportunities. By adhering to these practices and integrating technological advancements, organizations can significantly enhance the effectiveness of their PreSales Handover process, leading to greater project success and customer satisfaction.