Chapter 1

1. A project business provides skilled and certified services delivered by people to achieve a project's purpose.
2. CRM stands for customer relationship management, and more specifically for Microsoft, the solution is called Microsoft Dynamics 365 CE (Customer Engagement). Dynamics 365 CE provides the project seller account management, contact management, and the ability to enter and process opportunities and quotes, which become the project contracts that you deliver against. This can also be called the bid-to-win cycle.
3. The sales methodology is the firm's ability to receive leads in the system from the marketing team and qualify them against the firm's ability to deliver.
4. The WBS is the work breakdown structure that will be summarized and presented to the potential client. The level of detail presented and the level of detail tracked in the estimates are usually different. The client presentation is more summary-level and can easily be translated...