Project Managers As Persuaders
From the Voices on Project Management Blog
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by Dave Wakeman
I’ve heard unverified claims that some project managers spend up to 90 percent of their time focusing on communications.
While I won’t dispute communications does tend to garner a lot of attention from project managers, I will say that calling the type of communications that project managers engage in straight up “communicating” is a bit of a disservice.
Why?
As project managers, we communicate less than we persuade. I’d offer up the idea that we spend far more time persuading stakeholders, sponsors and team members to see the project the way we do.
If we are persuaders instead of communicators, how can we do a much more effective job of influencing the decisions and thinking of our stakeholders?
Here are a few ideas:
1. Think in terms of what the other person needs to know: We have so much information coming at us that we might feel like the best course of action is to just give everything to everyone. The problem with this is that it is ineffectual and overwhelming. And too much information usually causes people to punt decisions or fall back on previous decisions.
That’s why it’s important to think about the people you are communicating with before you say a word.
What do they need to know?
What actions do you need them to take?
What do they already know?
Ask yourself questions like this and try to figure out what your audience needs to know to stay up to date, take action, or buy in.
2. Ask yourself what is the next logical step you need someone to take: You should never go into a conversation without an understanding of what the next step should be.
If it is an action, make sure you state that action clearly with a deadline if possible.
If you need the person on the other end to follow up by a certain time, set that expectation.
If you are just trying to update people, make sure you spell out the next step you are going to take, if that is applicable.
3. Frame your conversation around the benefits: This is pretty important. People love when you are doing something for them. The key to being persuasive is often to shape your conversation in a way that makes the person on the receiving end feel like they are gaining the maximum benefit and that you are just there to serve.
What tips do you have for being a more persuasive communicator?
Good luck out there.
By the way, I write a weekly newsletter that focuses on strategy, value, and performance. If you enjoyed this piece, you will really enjoy the weekly newsletter. Make sure you never miss it! Sign up here or send me an email at [email protected]!
Posted
by
David Wakeman
on: January 20, 2017 09:20 PM |
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Comments (12)
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Barry Hodge
Programme Manager| ProjectNewsToday.com
Weston-Super-Mare, Somerset, United Kingdom
I think the 90 percent is just a saying rather than being fact. Your third point is spot on framing with the benefit to them and what they will get out of it. This will certainly boost engagement and certainly help bring them into the project.
Gail Raynor
Program and Project Manager
Las Vegas, Nv, United States
The role of PM inherently requires us to lead/influence without authority. Learning the art of persuasion is crucial for our success. Thanks for sharing.
Influencing others is from the main roles of the project managers, persuasion is crucial for PM success, totally agree with Gail. thanks for share.
Lisa Hoover
PMO Manager| Force 3
Arnold, Md, United States
I totally agree - persuasion is key. Understanding what motivates people is a fundamental skill for a project manager so they can persuade when necessary.
I agree that the saying "90% of PM's job is communication" is doing a disservice to PMs. If that was the whole picture, then the role should be called Communications Manager.
Thank you for your blog.
I have been trying to crate an experiment for my stakeholders so they can get a feel of what i am trying to influence. I have been reading and experimenting tips given in Book called " Influencer " I kind of now agree with book on verbal persuasion is least effective.
PM has to be a good persuader and there are various other means (viz.receptive to new ideas) to achieve this objective but most importantly good communication skills and practice helps you to achieve your goal in a more systematic and timely manner.
Mark Geres
Director| PM by Design Canada, Inc.
Cantley, Quebec, Canada
Are we effectively communicating the benefits of our project(s) to stakeholders?
Features, Advantages & Benefits: What's the difference?
http://megeres.com/data/documents/Features-Advantages-Benefits-What-is-the-Difference.pdf
Raymond Scott
ICT Project Manager| Ericsson
Allen, Tx, United States
I believe that identifying the WIIFT (What's in It for Them) is a critical success factor for persuasion.
LORI WILSON
RETIRED - Technical Project Manager| RETIRED - LifePoint Health
Clarkston, Wa, United States
Hi David and fellow peers: I believe and support everything you wrote, much of our communication is persuasion.
Nasrullah Mohammed
Portfolio Manager| Advanced Electronics Company
Riyadh, Riyadh, Saudi Arabia
Nice Blog.
In my view, persuasion is impacted by a number of things. If the person being persuaded holds the persuader in high regard and likes them on a personal and professional level, it is usually easier to have persuading conversations. Equally, if the persuader has authority over the person being persuaded, it is likely that the resistance to change will be lower.
Luis Branco
CEO| Business Insight, Consultores de Gestão, Ldª
Carcavelos, Lisboa, Portugal
Dear David
Interesting is your perspective on the topic: "Project Managers As Persuaders"
Thanks for sharing
3 Tips for influencing the decisions and thinking of our stakeholders
"- Think in terms of what the other person needs to know
- Ask yourself what is the next logical step you need someone to take
- Frame your conversation around the benefits "
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