**Creating Financial Value**
* Creates maximum short and long term financial value for the client, Professional Services, and Allscripts.
* Manages Allscripts profitability (includes revenue and expenses) and cash.
* Drives revenue recognition (accelerates whenever possible)
* Sells value to the client.
* Articulates and drives toward clear financial and other project goals.
* Rejects propositions that reduce value for Allscripts or the client and develops constructive alternatives
* Proactively identifies incremental opportunities and engages sales as appropriate.
* Proactively documents scope changes and contractual sign off to ensure profitability for Allscripts.
* To include but not limited to $0 scope changes that impact project without financial implication.
* Understands Accounts Receivables; engages as needed with the client
* Understands milestones affecting cash and revenue, and effectively manages to them
* Understands all financial elements of the contract, including fees, payment terms and any commitments which impact project financials. This includes all contract elements (e.g. hardware, software, services, etc.)
* Maintains clear visibility to contracted vs. actual hours + estimate to complete. Clear management to the contracted hours. Clear understanding of non-billable hours incurred; and effective management to eliminate any non-billable hours and impact to revenue and cost forecasts.
**Maintaining the Client Relationship**
* Establishes a consistent communication strategy with the client and defines the associated deliverables (e.g. status report, risk report etc.).
* Continually checks to ensure accurate understanding of client needs and expectations.
* Sets, resets, and manages client expectations and documents same.
* Utilizes Project Scope or Charter documentation to define contract ambiguities and set client expectations.
* Builds relationships across client organizational functions at various levels. This includes the executive sponsor and contract signatory. Including but not limited to decision makers.
* Establishes trusted relationships with the client project team, key influencers/stakeholders and client executive leadership.
* Contributes to development of the client account plan.
* Demonstrates project control to the client through effective project documentation, measurement, and reporting and reflects the same in Clarity.
* Clearly and proactively identify, project risks and institute meaningful risk management campaigns to mitigate the risks.
* Clearly communicates challenges / shortcomings/issues to clients by assessing causes and implications; recommending solutions and costs, and encouraging shared problem solving.
* Maintains industry knowledge and focus.
* Consistently completes project status and reporting externally (written and meetings).
* Gains sign off and acceptance per the client contractual agreement
**Ensuring Alignment with Allscripts Strategy**
* Able to work with the Area Vice President, Program Director or Program Manager to effectively and appropriately define project scope, hours, deliverables and requirements.
* Undertakes a strategic project only when Allscripts has plans in place that are likely to lead to Allscripts realizing value. Escalates as necessary to appropriate management.
* Ensures current Allscripts methodology is used and leveraged in all client project deliverables processes.
**Managing Third-Party Relations**
* Assesses third-party strengths, weaknesses, and risks, and develops plans to achieve project objectives and manage risks.
* Considers technology, organizational, and cost alternatives to using third-party contractors.
* Incorporates a quality plan, review plan, and rigorous performance monitoring in third-party agreements and work processes.
* Ensures that third-party contracts incorporate flow down of Allscripts client contract requirements and payment schedules for consistency.
* Ensures third party resources are engaged in order to understand actions and methodology that are otherwise available to internal resources.
* Ensure that third parties do not encroach upon the Allscripts/client relationship.
**Managing the Allscripts Organization**
* Assesses strengths and weaknesses of Allscripts’ own processes and resources; effectively mitigates and addresses.
* Clearly defines responsibilities of all Allscripts organizations in the project.
* Escalates any disconnects between client expectations, the contract and Allscripts’ interests. Develops early senior management commitment to proposals or projects.
* Seeks technical reviews, second opinion, advice, and coaching in critical areas.
* Ensures close linkage between sales expectations and project management; follows the Sales Turnover Process as identified in Allscripts Methodology.
* Uses and adapts current Allscripts project disciplines and tools.
* Ensures that sufficient project team and senior management time is scheduled for the preparation for and conduct of project reviews.
* Communicates effectively to internal management.
* Consistently completes project status and reporting internally (written and meetings) by leveraging Clarity as the portfolio system of record.
**Managing Risks and Problems / Demonstrating Management and Control**
* Uses a rigorous risk identification and mitigation process on an ongoing basis.
* Ensures that risk related costs are included in project budgets and forecasts.
* Ensures that risk considerations are incorporated into project schedules.
* Analyzes project financial statements at least monthly as part of the risk identification and management process and forecasts weekly same.
* Uses milestones to control work, revenue, costs, and cash flow.
* Demonstrates project control internally through disciplined measurement, assessment, planning, and reporting.
* Assesses problem causes and implications; recommends solutions and costs, and encourages shared problem solving.
* Demonstrate each of these, both internally and externally with the client.
**Leading, Motivating, and Communicating**
* Develops and communicates a clear vision of project and client success.
* Motivates the team to drive toward success and find ways to overcome difficulties.
* Effectively serves as an informal manager to the project team, despite lack of direct reporting relationships.
* Develops project plan, defining/documenting resources, skill requirements, project charter, milestones and metrics per Allscripts standard methods and practices and the client’s contractual agreement.
* Understands and manages the elements of project stress for self and team.
* Maintains team focus on project objectives.
* Proactively identifies, manages, and communicates scope changes
* Handles confrontations constructively.
* Shares and encourages others to share and use the lessons learned from project work.
* Recognizes and reinforces team successes through the project.
**Ensuring Legal and Ethical Performance**
* Ensures that terms and conditions and acceptance criteria are clear to all parties.
* Ensures renegotiation of the contract when the project situation changes.
* Anticipates and communicates the impact of project decisions and actions on contract performance.
* Ensures that all aspects of project work hold to Allscripts’ ethical guidelines.
* Ensures appropriate maintenance of Allscripts intellectual property.
**Project Reporting**
* Reports to all levels of the Allscripts and Client organization, selecting content and messages depending on audience.
* Compliance with Services and Allscripts reporting requirements.
**Governance**
* Establishes, and manages to, a governance structure to support all of the above, in an environment requiring client relationship management, third party relationship management and internal Allscripts relationship management.
* Utilize the Allscripts Methodology as a means to effectively establish and manage this governance structure
* Clear accountability, guidance and consideration for the clients overall success; even across elements which expand outside of Allscripts direct control or contractual responsibility.