Project Sponsorship: Achieving Management Commitment for Project Success, Second Edition

Appendix

Chapter 1

Table 1.2 Questions to Answer When Contemplating Client-Based Sponsorship

Understanding the Client What is the business condition? What are the account's major products and services and their position in the marketplace? What are the business objectives of this account? What is the account's industry climate? What is the account's position in the industry? Who are the major or key clients of this client? What is the account's IT environment and installed base?

Pursuing the Deal Can the provider establish a sales presence with reasonable investment? What is the financial condition of the account? Are funds designated ...