Seminar on “Grow While You Deliver – The Art of Consultative Selling” and Panel discussion on “Has COVID-19 accelerated business digital transformation?”

Date:	16 November 2020 (Monday)
Time:	7:00pm – 8:30pm
Eligibility:	Open to All PMI Hong Kong Chapter Members
PDU:	1 (Strategic & Business Stream)
Language:	English
Fee:	Free of Charge
Status:	Closed
Remarks:	As a prevention measure against the spread of COVID-19, The seminar will be delivered online with Zoom (Guideline). Please contact PMI HK admin at admin@pmi.org.hk or 2784 1880

Seminar Details:
Grow While You Deliver – The Art of Consultative Selling

About the Topic:
The anatomy of an effective delivery organization requires constant engagement with the customer, understanding their challenges and addressing them with the appropriate use of resources and strategies. Through a compelling consultative approach, you can leverage an enhanced customer engagement to help grow your organization’s business while helping your customer to achieve their business goals. In this session, you will learn innovative strategies on:

Selling without a sales background
Key principles behind consultative selling
Negotiating a win-win strategy

About the Speaker:

With over 22 years of working experience, Atul has been in a variety of roles including sales, delivery and operations with strong experience in working with clients, partners and teams globally. Atul has led transformation programs, end-to-end IT outsourcing with global teams through the entire lifecycle, from concept to implementation while overseeing ongoing operations.

Prior to joining PCCW Solutions, Atul was heading Hong Kong and Macau business for Infosys, focusing on driving growth through opening new accounts, managing C-level relationships and helping clients in their businesses.

Atul is also a regular speaker at industry forums and universities sharing his knowledge on technology, business, next generation engagement models and personal development.

Panel Discussion Details:

PMI Hong Kong Chapter is proud to bring the panel discussion on “Has COVID-19 accelerated business digital transformation?” with the following esteemed participants –

Panelists:
Mr. Atul Babu – Senior Vice President & Head of International Business at PCCW Solutions
Ms. Christine Yau – President, PMI Hong Kong Chapter
Mr. Danny Chung – Global Head of IT Operations, Chubb Life

Moderator:
Mr. Manoj Agarwal – Senior Manager, Ocean Network Express

About the Topic:

One silver lining of the black COVID-19 cloud is that it has sped up companies’ digital transformation initiatives to enable and accelerate communications through digital means. In this panel discussion, the panelists will discuss:

Why COVID-19 has accelerated companies’ digital transformation?
Which industries are the leaders and laggards in this digital transformation wave?
What will be the impact of digital transformation on business future?
What is the impact on project managers of this digital transformation?

The panelists from diverse backgrounds including industry leaders and technology professionals will share their insights of the impact of digital transformation.

About the Panelists:

Mr. Atul Babu – Senior Vice President & Head of International Business at PCCW Solutions

Atul Babu is SVP & Head of International Business at PCCW Solutions, a leading IT Services organization in Asia. Under his leadership, PCCW Solutions has seen tremendous growth across various markets in Asia, growing the organization’s footprint outside its home markets of Hong Kong and China. With over 22 years of working experience, Atul has been in a variety of roles including sales, delivery and operations with strong experience in working with clients, partners and teams globally. Atul has led transformation programs, end-to-end IT outsourcing with global teams through the entire lifecycle, from concept to implementation while overseeing ongoing operations.

Atul is also a regular speaker at industry forums and universities sharing his knowledge on technology, business, next generation engagement models and personal development.

Ms. Christine Yau – President, PMI Hong Kong Chapter

Christine has over 20 years of experience managing projects which span across different countries, industries and solutions. She graduated with a Bachelor of Science (BSc) degree majoring in Computer Science from University of Melbourne, Australia and a Master degree in IT Management (MITM) from University of Wollongong, Australia. She also held an Executive Diploma in Finance and Corporate Accounting. She has also completed the INSEAD Asian International Executive Programme. She is a certified PMP, PRINCE2 Practitioner and Certified Professional IT (Project Director).

Christine is currently the Chief Systems Manager of IT Strategy, Transformation and Governance at MTR Corporation Ltd looking after the Enterprise Architecture, formulate IT Strategic Plan and resource plan to support corporate strategies, develop innovative projects using emerging technologies and enforce corporate IT governance and control mechanisms.

Prior to that, she was the Senior Vice President & Head of Public Industry at PCCW Solutions Ltd where she managed the P&L for the Public Industry. She was looking after the delivery of mega projects in Hong Kong and also helped to expand the business beyond Hong Kong.

Christine is currently President of PMI Hong Kong Chapter (2019-2021). Prior to that, she has served different roles at PMI HK Chapter since 2009. She is also the chairperson for HKCS FACE (first IT women club in Hong Kong) as of June 2020 and HKCS Council Member (2017-2021).

Mr. Danny Chung – Global Head of IT Operations, Chubb Life

Danny Chung is a seasoned international executive with decades of experience in Information Technology and Operations management in insurance and financial services industry. He is currently Global Head of IT Operations in the world’s largest publicly traded property and casualty insurance company. In his global capacity, he looks after the portfolio of IT and Operations projects, covers business digital transformation, international business merger & acquisitions, DevOps initiatives, and delivery of strategic transformation programs.

Prior to that, he was the Regional Head of Transformation and Operations in AIG where he successfully led the deployment of regional RPA, telematics programs and managed hundreds of offshore resources in the region. Danny relocated from Toronto, Canada to Hong Kong in 2004 as the Asia Regional Director in Sun Life Financial. After Sun Life Financial, he also served in senior IT leadership roles in The Hong Kong Jockey Club, and Cathay Pacific.

He is actively involved in Project Management Institute communities and is currently serving as Region Mentor in PMI. Region 9 (North East Asia) covers Hong Kong, Japan, Taiwan, S. Korea and Mongolia chapters. He completed his PhD program and is a Fellow of PMIHK Chapter. He lives in Hong Kong with his wife and children.

Moderator:

Mr. Manoj Agarwal – Senior Manager, Ocean Network Express

Manoj Agarwal is a Senior Manager at Ocean Networks Express (ONE), one of the top 10 international logistics and container shipping company. A major focus of this role is in identifying opportunities to improve business yield and gain strategic competitive advantage using analytics and digitalization. Manoj has over 18 years of experience in the IT industry and holds a Master’s in Computer Application as well as PMP certification.

Outside of work, he is an active member of Project management community and is Vice President, Programs at Project Management Institute, Hong Kong.

Remarks: Please fill in the required information and submit. A confirmation letter will be sent on 11th November 2020 (Wed) to all successful applicants. If you have any inquiries, please contact us at 2784 1880.

Reminder: As a courtesy, audiences are recommended to stay till the end of the seminar. PMI Hong Kong Chapter may consider not issuing PDUs to members if their attendance is less than 75% of the session.