CHAPTER 7
Strategies for Managing Performance-Driven Projects
When the performance criteria drive the projects, the technically oriented project manager often feels that quality is in the driver’s seat. As we’ve observed, it’s important to distinguish between performance criteria and quality. Quality is what they want. Performance is what you do. Clearly, the two are related—but they’re not identical.
FEATURES AND BENEFITS
Salespeople are taught to distinguish between “features” and “benefits.” The feature is a specific characteristic of the product or service itself, such as the chip speed or hard drive size. The benefit is what value it provides ...
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