Objective
To ensure that attendees know and know how to apply the methods and procedures necessary to efficiently develop an engineering project where equipment from the electronic security area must be sold, installed, programmed and integrated.
The knowledge is based on real practice at the Latin American level and on the guidelines of the PMI (Project Management Institute). Understand all the steps and details that are required to perform an excellent job emphasizing at a commercial and technical-operational level, when efficiency in the operation is desired.
Develop the interest to learn techniques that continuously improve the commercial, operational and technical processes of each company, guaranteeing the satisfaction of the end user and improving the profitability of companies in the sector.
Participants
The course is aimed at professionals in the electronic security sector who have under their responsibilities the technical, commercial and administrative direction of the different businesses that the company attends. Especially Electrical and Electronic Engineers, system installers, architects, electrical network designers, administrators and end users responsible for the technological and security area, who wish to know how a project should be carried out efficiently.
Duration
25 Hours, divided into three sessions of 9 hours, from 8am to 6pm, with one hour of lunch daily and two breaks of 15 minutes in the middle of the morning and mid-afternoon. In the last two hours of the last day the written certification exam will be held. This schedule includes sessions of questions from the attendees.
Methodology
Masterful presentation, based on audiovisual media. Exercises during the course applying the acquired procedures. Support material is provided for further study.
Summary content
1. Definition of Objectives
i. What is managing a project
ii. Planning, Programming, Organization, Monitoring, Settlement. Exception Handling.
2. Bases and Objectives of the PMI
i. Institute of Project Management - PMI
ii. Commercial Processes - Financial - Legal - Technical - Operational
iii. Differences between selling Equipment and Projects
3. Commercial Aspects [Difference between Marketing and Sales]
4. Marketing Plan
i. Square
ii. Price
iii. Advertising and Promotion
iv. Prospecting
5. Sales Processes
i. Establish Very Clear Benefits. Real and Fulfill them.
ii. Added Value. Better Benefit/Cost ratio.
iii. Presentation of the company
iv. Sales Interview v. Resolution of Objections
vi. Closing of Sales
vii. Neurolinguistic Programming. Emotional Intelligence.
viii. How to make a winning proposal?
ix. Private or Public Tender
6. Financial Resources
i. Economic and Legal Situation
ii. Financial Indices
iii. Documentation and Regulations
iv. Basic Financial Statements and Explanatory Notes
v. Financing
7. Legal Remedies
i. Documentation
ii. Contracting
iii. Preliminary proceedings. Policies. Taxation.
iv. Subsequent processes. Enlargement. Other Yes. Extensions. Noncompliance. Fines. Liquidation.
v. Follow-up of the process. Minutes.
8. Technical Resources
i. Warehouse
ii. Manuals
9. Human Resources
i. Suppliers
ii. Customers
iii. Administrative staff
iv. Commercial Personnel
v. Management Staff
vi. Technical Staff
vii. Advisors
10. Operational Resources
i. Risk Analysis and Safety Studies
ii. Site Survey
iii. Solution Designs
iv. Other preliminary and complementary phases.
v. Project Development
vi. Programming of THE ENTIRE project. Project
vii. Preliminary Documents
viii. Act of Initiation
ix. Sequence of Activities. Working Groups.
x. Pre-Deliveries. Partial Deliveries.
xi. Final Delivery
xii. Training
xiii. Liquidation
11. Subsequent Activities
i. Maintenance Contract
ii. Quality Assurance. Spare parts.
iii. Procedure for Service Requests. Guarantees. Responsible professional. Costs.
12. Certification Exam
Requirements
An executive conference room suitable for the number of attendees (minimum 6, maximum 35), lighting and air conditioning accordingly, dressed tables and comfortable chairs in fishbone classroom configuration, sound amplification (necessary for more than 10 attendees), multimedia projector (videobeam) and curtain, horizontal flipchart or erasable scoreboard board, is required, sheet size. Very close coffee break service, restaurant, sanitary services and parking with capacity
Accreditation
This course gives those who pass the Final Exam, an WINGS certificate. People who do not pass the exam receive a diploma of attendance. It is possible to take the course again, to repeat the exam and get the certificate.
About the instructor
Germán Alexis Cortés is an independent consultant and Colombian electronic engineer, with 20 years of experience in the electronic security industry, postgraduate in engineering project management and specialization in electronic security and building automation from NIST, is CCP of ASIS, and CISSP of ISC2. He has extensive experience as a university professor and lecturer on electronic security issues. He currently runs his own consulting company and electronic security and automation projects.
