October 09-10, 2017


Hotel & Congress Center Antunovic

Audience size

Max. 60 People

Seminar Leader

Robin Hornby, PMP

Project Business Management / 2 days of practical and interactive learning sessions

Seminar Focus:

∙ Recognition of the demands placed on the Project Manager operating in a commercial (or contract) environment and dealing with the profit-center reality

∙ Need to establish an extended, practical framework that intersects business and project management, while acknowledging that PMBOK is a leading standard

∙ Emphasis placed on means of improving project integration between client and vendor

∙ Realistic assessment that the commercial environment requires PM practices that include a business orientation and not unproductive additional process specifications

∙ Complementary assessment that vendor firms must pay more attention to the power of the project management approach tailored to their business model and total portfolio management


Delivering a project, subject to commercial terms, might be considered a form of extreme project management. Every mistake is amplified. The vendor project manager (PM) needs techniques beyond the standard PMBOK approach, which deals only with the buyer view. This workshop examines a next level of knowledge for PMs in complex environments and offers specific commercial advice. How do business conditions impact project practice? What is the next level of project management knowledge? Are there consistent techniques and practices that more experienced project managers can adopt to manage complex projects?

The topics explored in this seminar include integration of project management, organization and accountabilities, systemization of risk, estimation, an effective approach to quality, resourcing, and essentials of finance. Each session opens with a dramatic video scenario from a complex project, followed by brief lectures, carefully designed interactive sessions, and class discussion to explore the new material. Adequate Q&A time is allowed. This is a high-content session, with an emphasis on practicality. The workshop extracts from the presenter’s new book Commercial Project Management, which is offered as a course reference and for further study.

Care is taken to map the content to the Guide to the PMBOK 5th Edition, using compatible terminology and suggesting resolutions to potential inconsistencies and omissions.

Benefits of Attendance:
Commercial projects place new demands on the project manager. There is now a business relationship with the sponsor/customer organization, and a vendor sales executive to work with. Stakeholders are more numerous. The project team will come from the vendor, the customer, and third parties. Different practices, expectations, and objectives must be accommodated. Unfamiliar scenarios will have to be handled and new communication challenges confronted. This seminar will prepare you for these new challenges and provide:

∙ Insight into the added demands and stresses of the commercial environment
∙ Understanding of the transition from in-house PM to contract PM
∙ Avoiding the unsatisfactory results of uncritically following existing standards
∙ Avoiding win-lose contracts
∙ Learning new models and practices that extend PMBOK, contribute to improved customer communication and integration, customer satisfaction, and vendor profitability
∙ Practical tips, case histories, and lessons-learned that address the specific issues of complex, commercial projects.
∙ Organizations whose success depends upon projects that must adhere to disciplined cost control and deliver both profit and a satisfied customer will experience these benefits:
∙ Their PMs will relate to business essentials, will run their projects as profit centers, and will understand that their sponsor is also their customer.
∙ Business managers will recognize the potential for project management disciplines to enhance their business operations and will seize opportunities to gain much-needed business control.
∙ Firms who have primed their PMs with business acumen and balanced an enthusiastic and skillful sales team with delivery management disciplines are rewarded with both successful projects and repeat business, which is the secret of a firm’s profitability and longevity.

Who Should Attend this Seminar
This seminar bridges the world of business and project management. It provides the Project Manager with comprehension of the business issues, and the business manager with insight into project management methods, specifically the need for progressive commitment in the presence of risk.

The seminar is ideal for the following roles:

∙ Vendor Project Managers and Delivery Managers
∙ Project Managers transitioning to, or working in Professional Services
∙ Program Managers & Portfolio Managers
∙ PMO Directors
∙ Owners and Executives in a growing professional services firm
∙ Project/business managers in a large corporations using fixed project cost commitments and internal charge rates to create an internal economy
∙ Business Analysts


About the Organizer / Who we are & what we do

KTC International is a training & consulting firm, specializing in brining leading international speakers to cities across Europe. Our events aim to help delegates and their organizations to achieve strategic goals by proper implementation of project management tools & techniques, smooth business change and use of technology.

People presenting at our events are those who set the global standards and include coveted PMI Global Congress speakers, such as Dr. Prasad Kodukula, Karl Muenchow, Liam Dillon, Dr. Richard Graham or Roger Burlton, among many others.

KTC International was established in 2003 with headquarters in Budapest, Hungary. With a track-record spaning over 14 years, we have been instrumental in organizing over 500 different congresses, conferences, forums, round-tables, seminars, workshops and specialized in-house events, that gathered more than 10,000 people in total.

For more information visit:

PROJECT BUSINESS MANAGEMENT Workshop schedule / book it now

Delegates registration & welcome coffee

Event registration will be situated at the Registration Table on the convention floor of the hotel, please follow the signs from the lobby to the convention floor.

SESSION 1: Introduction to the Business of Projects
· Orientation
· Stresses and failure causes
· The need for PM and business integration
· Weakness in the Process Group Model
· Weakness in the Knowledge Area Model

SESSION 2: The Need for a New Architecture
· The commercial project environment
· The integrative role of a shared project lifecycle
· A functional project management model
· A vendor lifecycle for business control
· Eight core processes
· Introduction to the six core practices

SESSION 3: Lifecycle Mapping and Project Integration
· Eliminate silos - a unified client/vendor project
· The project lifecycle as a focal point
· Deliverable and PM Activity Mapping
>>> Coffee & Networking Break at 10:30 <<<


A great opportunity to engage in a casual chat with Robin Hornby and your fellow delegates. Lunch will be served at the main hotel restaurant, providing a variety of specialties ranging from traditional Croatian food to best international cuisine.

SESSION 4: Organizing the Firm, the Project, and Setting Accountabilities
· Balancing sales dominance
· The role of delivery management
· Types of Professional Services organization
· Types of project (client/vendor) organization
· Using the RAA model for organizational validation
· Using the RAM model for organizational clarity and deliverables management

SESSION 5: Systemization of Risk Management
· How to resolve the Sales and PM views of risk
· The risk factor model and risk ranking during the bid phase
· The risk indicator model and risk alerting during execution
· Portfolio management and the 70% rule using a risk system
>>> Coffee & Networking Break at 14:30 <<<

The end of the PROJECT BUSINESS MANAGEMENT Workshop Day 1

Delegates registration & welcome coffee

Event registration will be situated at the Registration Table on the convention floor of the hotel, please follow the signs from the lobby to the convention floor.

SESSION 6: Estimating
· The foundation for successful project estimating
· Top-down estimating methods
· Bottom-up estimating methods
· Rule-of-thumb estimating methods
· A practical, risk-based approach to contingency allocation
· How to deal with pressure from Sales

SESSION 7: Solving the Quality Problem
· The two views of quality and how to reconcile them
· Three essential quality principles for the commercial firm
· The four components of a low cost QMS
· Useful quality models, checklists, and templates to establish quality requirements
· An overview of advanced quality

SESSION 8: Managing the Resource Pool
· Best practices for hiring
· Four vital resource management metrics
· Resource planning
· Essential resource management techniques
>>> Coffee & Networking Break at 10:30 <<<


A great opportunity to engage in a casual chat with Robin Hornby and your fellow delegates. Lunch will be served at the main hotel restaurant, providing a variety of specialties ranging from traditional Croatian food to best international cuisine.

· Legal structure of complex contractual agreements
· Contracting Parties and Authority to Contract
· The golden 10 Terms and Conditions
· Contract Interpretation

SESSION 8: Essentials of Finance
· The financial flow from booking, to revenue, to receivable, to cash
· Dealing with financial pressure
· Core contractual issues and contract structure
· Rate setting
· Operational and business models
· Types of performance indicators (KPI)

SESSION 10: Advice for the Services Firm and the Question of Methodology
· Approach to the marketplace and billing multiples
· Optimum economic potential
· Delegation and employee authority
· Skills assessment and training programs
· Do you really need a methodology?
· A look at the future – collaborative procurement


>>> Coffee & Networking Break at 14:30 <<<

The end of the PROJECT BUSINESS MANAGEMENT Workshop & delivery of Certificates of Attendance

Project Business Management Seminar Leader / meet the great

Robin Hornby, PMP

Founder and Managing Director · Tempest Management Inc. (TMI)

Robin Hornby PMP M.Sc. AFRAeS, began his career in the UK as a systems engineer. Moving to Canada in 1977, he worked in the telecommunications sector before embarking on his PM career, ultimately becoming national delivery manager for a major US software vendor. He established Tempest Management Inc. (TMI) in 1997 as a specialist project management consultancy.

Robin writes, consults, teaches the PMBOK curriculum, and has presented widely at PMI Conferences, and as keynote speaker for clients. His third book, Commercial Project Management – A Guide for Selling and Delivering Professional Services, was published in June 2017 by Routledge. His current focus is on writing and conducting seminars on the aspects of project management he believes are neglected – commercial practice, methodology for collaborative procurement of services, and PM leadership to achieve project quality.

Major roles Robin held throughout more than 30 years of his career include:

· Senior System Engineer for IBM UK
· IS Operations Group Lead for Alberta Government Telephones (AGT)
· National Project Manager for development of a major government tax program with DMR Consulting
· Project Director for Australia with DMR Consulting, managing multi-million dollar portfolio
· National Delivery Manager for Intergraph Canada

Robin began writing in 2004 with Ten Commandments of Project Management, followed in 2013 by Projects for Profit. In 2017 Routledge published his third book, Commercial Project Management: A Guide for Selling and Delivering Professional Services.

Robin has presented at conferences, including PMI International Symposia in the US and Europe, ARMA, ProjectWorld, regional PMI events, and as guest lecturer at the University of Calgary, the University of Athabasca, and as keynote for various city and provincial government departments.

Project Business Management Seminar Participation Fees / reserve your place now

Early-bird Registration Fee until Sept. 16

This fee is valid for registration submitted before September 16, 2017.

Registration Fee after Early-bird expires

This fee applies to all individual registrations after the expiry of the early-bird pricing.

Register now / dont mıss this event!

Event FAQS / find your answers

Yes, the seminar is globally accredited and provides 16 PDU points. The PMI Talent Triangle PDU distribution is:

Technical Project Management: 5

Strategic & Business Management: 6

Leadership: 5

This seminar is interactive and highly pragmatic workshop, designed as combination of

Short theoretical presentations grouped in 10 sub-sessions over the course of 2 days

Practical, hands-on exercises and discussions with the audience, after each sub-session

All registration fees are gross and no additional taxes or hidden charges shall be applied. The registration fee covers the following items:

Participation in all sessions

Pre-course survey to help the Speaker customize the content of the event

A course hand-book and other printed materials

Electronic copy of all presentation slides and other media, sent immediatelly after the event

Lunch and coffee-breaks during both days

Certificate of Attendance, awarding 16 PDUs to PMI credential holders

Yes, there are several packages available to organizations sending multiple delegates. Click on DOWNLOAD PDF BROCHURE tab above for details.

3+1 early-bird discount (25%) for 4 delegates, until September 16, 2017 + 4 VIP tickets for the PMI Forum 2016

4+2 early-bird discount (33%) for 6 delegates, until September 16, 2017 + 6 VIP tickets for the PMI Forum 2016

4+1 group discount (20%) for 5 delegates, after the early-bird expiery

If you have more than 6 people, please contact us for a customized offer, using the form below.

Event Location

Hotel & Congress Center Antunovic
Zagrebacka avenija 100 A,
10090 Zagreb, Croatia
+385 (0) 1 2041 121

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Contact Us / get in touch now for booking or other info