A Seat at the Table: How to Build Trust With Clients
From the Voices on Project Management Blog
by Cameron McGaughy,
Lynda Bourne, Kevin Korterud, Peter Tarhanidis, Conrado Morlan, Jen Skrabak, Mario Trentim, Christian Bisson, Yasmina Khelifi, Sree Rao, Soma Bhattacharya, Emily Luijbregts, David Wakeman, Ramiro Rodrigues, Wanda Curlee, Lenka Pincot, cyndee miller, Jorge Martin Valdes Garciatorres, Marat Oyvetsky
Voices on Project Management offers insights, tips, advice and personal stories from project managers in different regions and industries. The goal is to get you thinking, and spark a discussion. So, if you read something that you agree with--or even disagree with--leave a comment.
View Posts By:
Cameron McGaughy
Lynda Bourne
Kevin Korterud
Peter Tarhanidis
Conrado Morlan
Jen Skrabak
Mario Trentim
Christian Bisson
Yasmina Khelifi
Sree Rao
Soma Bhattacharya
Emily Luijbregts
David Wakeman
Ramiro Rodrigues
Wanda Curlee
Lenka Pincot
cyndee miller
Jorge Martin Valdes Garciatorres
Marat Oyvetsky
Past Contributors:
Rex Holmlin
Vivek Prakash
Dan Goldfischer
Linda Agyapong
Jim De Piante
Siti Hajar Abdul Hamid
Bernadine Douglas
Michael Hatfield
Deanna Landers
Kelley Hunsberger
Taralyn Frasqueri-Molina
Alfonso Bucero Torres
Marian Haus
Shobhna Raghupathy
Peter Taylor
Joanna Newman
Saira Karim
Jess Tayel
Lung-Hung Chou
Rebecca Braglio
Roberto Toledo
Geoff Mattie
Recent Posts
Project 2030: Skills We Need to Cultivate Now
The Technical Program Manager: How to Stay Relevant in 2025
5 Things Your Operational Plan Should Do
5 New Project Guardrails for Adaptive Leaders
The Leader's Voice: Respect It, Protect It, and Use It Properly!
Categories
2020,
Adult Development,
Agile,
Agile,
Agile,
agile,
Agile management,
Agile management,
Agile;Community;Talent management,
Artificial Intelligence,
Backlog,
Basics,
Benefits Realization,
Best Practices,
BIM,
business acumen,
Business Analysis,
Business Analysis,
Business Case,
Business Intelligence,
Business Transformation,
Calculating Project Value,
Canvas,
Career Development,
Career Development,
Career Help,
Career Help,
Career Help,
Career Help,
Careers,
Careers,
Careers,
Careers,
Categories: Career Help,
Change Management,
Cloud Computing,
Collaboration,
Collaboration,
Collaboration,
Collaboration,
Collaboration,
Communication,
Communication,
Communication,
Communication,
Communications Management,
Complexity,
Conflict,
Conflict Management,
Consulting,
Continuous Learning,
Continuous Learning,
Continuous Learning,
Continuous Learning,
Continuous Learning,
Cost Management,
COVID-19,
Crises,
Crisis Management,
critical success factors,
Cultural Awareness,
Culture,
Decision Making,
Design Thinking,
Digital Project Management,
Digital Transformation,
digital transformation,
Digitalisation,
Disruption,
Diversity,
Diversity,
Documentation,
Earned Value Management,
Education,
EEWH,
Enterprise Risk Management,
Escalation management,
Estimating,
Ethics,
execution,
Expectations Management,
Facilitation,
feasibility studies,
Future,
Future of Project Management,
Generational PM,
Governance,
Government,
green building,
Growth,
Horizontal Development,
Human Aspects of PM,
Human Aspects of PM,
Human Aspects of PM,
Human Aspects of PM,
Human Aspects of PM,
Human Resources,
Inclusion,
Information Technology,
Innovation,
Intelligent Building,
International,
International Development,
Internet of Things (IOT),
Internet of Things (IoT),
IOT,
Knowledge,
Leadership,
Leadership,
Leadership,
Leadership,
Leadership,
lean construction,
LEED,
Lessons Learned,
Lessons learned;Retrospective,
Managing for Stakeholders,
managing stakeholders as clients,
Mentoring,
Mentoring,
Mentoring,
Mentoring,
Mentoring,
Methodology,
Metrics,
Micromanagement,
Microsoft Project PPM,
Motivation,
Negotiation,
Neuroscience,
neuroscience,
New Practitioners,
Nontraditional Project Management,
OKR,
Online Learning,
opportunity,
Organizational Culture,
Organizational Project Management,
Pandemic,
People management,
Planing,
planning,
PM & the Economy,
PM History,
PM Think About It,
PMBOK Guide,
PMI,
PMI EMEA 2018,
PMI EMEA Congress 2017,
PMI EMEA Congress 2019,
PMI Global Conference 2017,
PMI Global Conference 2018,
PMI Global Conference 2019,
PMI Global Congress 2010 - North America,
PMI Global Congress 2011 - EMEA,
PMI Global Congress 2011 - North America,
PMI Global Congress 2012 - EMEA,
PMI Global Congress 2012 - North America,
PMI Global Congress 2013 - EMEA,
PMI Global Congress 2013 - North America,
PMI Global Congress 2014 - EMEA,
PMI Global Congress 2014 - North America,
PMI GLobal Congress EMEA 2018,
PMI PMO Symposium 2012,
PMI PMO Symposium 2013,
PMI PMO Symposium 2015,
PMI PMO Symposium 2016,
PMI PMO Symposium 2017,
PMI PMO Symposium 2018,
PMI Pulse of the Profession,
PMO,
PMO,
pmo,
PMO Project Management Office,
portfolio,
Portfolio Management,
Portfolio Management,
portfolio management,
presentations,
Priorities,
Probability,
Problem Structuring Methods,
Process,
Procurement Management,
profess,
Program Management,
project,
Project Delivery,
Project Dependencies,
Project Failure,
project failure,
Project Leadership,
Project Management,
project management,
project management office,
Project Planning,
project planning,
Project Requirements,
Project Success,
Ransomware,
Reflections on the PM Life,
Remote,
Remote Work,
Requirements Management,
Research Conference 2010,
Researching the Value of Project Management,
Resiliency,
Risk Management,
Risk Management,
Risk management,
risk management,
ROI,
Roundtable,
Salary Survey,
Schedule Management,
Scheduling,
Scope Management,
Scrum,
search,
SelfLeadership,
SelfLeadership,
SelfLeadership,
SelfLeadership,
SelfLeadership,
Servant Leadership,
Sharing Knowledge,
Sharing Knowledge,
Sharing Knowledge,
Sharing Knowledge,
Sharing Knowledge,
Social Responsibility,
Sponsorship,
Stakeholder Management,
Stakeholder Management,
stakeholder management,
Strategy,
Strategy,
swot,
Talent Management,
Talent Management,
Talent Management,
Talent Management,
Talent Management,
Talent Management Leadership SelfLeadership Collaboration Communication,
Taskforce,
Teams,
Teams in Agile,
Teams in Agile,
teamwork,
Tech,
Technical Debt,
Technology,
TED Talks,
The Project Economy,
Timeline,
Tools,
tools,
Transformation,
transformation,
Transition,
Trust,
Value,
Vertical Development,
Volunteering,
Volunteering #Leadership #SelfLeadership,
Volunteering Sharing Knowledge Leadership SelfLeadership Collaboration Trust,
VUCA,
Women in PM,
Women in Project Management
Date
By Marat Oyvetsky, PMP
Organizations often hire consulting project managers to help move their large, strategic projects across the finish line.
However, many companies still hold internal leadership planning sessions to discuss proprietary information that cannot be shared with external resources. This presents a risk, as external talent needs to be part of these discussions to plan for proper budgeting, shared resources and overall dependencies that may exist with other strategic projects.
It happened to me this year when a company hired me as an external consultant to manage a portfolio of their strategic programs and projects. The organization needed leadership planning sessions to properly balance resources and finances to reduce risk and align deployment with its 2020 business objectives.
The dilemma: Whether or not to include me on their internal strategic discussions, as I was not an employee of the company. In the end, the decision was made to include me, and I was the only non-employee who was invited to the leadership discussion table (with proper NDA signatures).
If you find yourself in a similar situation, here are a few tips on how to build trust with the client to get a seat at the table and help craft the future strategy:
Executive Leadership Sponsorship: As an external resource, consulting project managers need to work diligently to build trust with the customer executive leadership and stakeholders. Align with each executive stakeholder to ensure that the portfolio dependencies that you are managing are all documented and managed per their expectations. Each leader and stakeholder has a clear vision of their territory. As a consulting project manager, you must maintain a view of the entire field that includes all areas for each leadership team and stakeholder.
Communication: Create recurring meetings with all executive leadership stakeholders to ensure that they are aligned to the execution of the portfolio that you’ve been hired to lead. In this instance, over-communication is key to ensure that all leadership questions are answered, and all executive stakeholders know the status of each relevant project.
Reporting: Create an executive dashboard outlining all timelines, budgets, commitments, accomplishments and risks. Each executive stakeholder will have their own reporting requirements. You should be able to tune each dashboard to communicate the desired information in the format that meets each stakeholder’s requirements. This will help build additional clout with each executive stakeholder.
Fiscal Alignment: Align with the chief finance officer and chief accounting officer for all strategic projects. This will help provide transparency for the funding that they are currently spending on each project and help them plan for future projects and deployments.
By aligning with all executive leadership stakeholders, consulting project managers create the necessary communication, reporting, management and fiscal transparency that is required to get a seat at the leadership table for future planning discussions. These actions will help make you part of the leadership team and build trust with the client that you’re supporting.
What are some of the ways you work to get a seat at the table with your clients?
Posted
by
Marat Oyvetsky
on: April 17, 2020 12:14 AM |
Permalink
Comments (5)
Please login or join to subscribe to this item
Ramadevi Lanka
Consultant - Software Services| Ancla Tech Services
Little Elm, Tx, United States
One-to-one connect with executive management as well as individual projects: When I was a program manager for a large program, I was the external offshore consultant program manager. There were multiple project managers of individual projects in the program. Also there was a Portfolio Program manager heading the whole initiative. So I visited onsite and scheduled meetings with every project manager to go over the vision and mission behind the program and get their buy-in and inturn communicate with the Portfolio Program manager about the concerns and issues the project managers are having about the program. In the subsequent meetings, when their individual concerns started getting addressed, the project managers started viewing me as their confidante. Also I could earn the trust of Portfolio Program manager because I could connect executive management with the project level teams.
Hi Marat – this was during my formative years, when a particular question was not answered by several of the already existing team, I being a new comer – very hesitantly answered one question after which several of the queries that came up, after which it was easy for me to get all the stakeholders to meet even without an agenda.
Your notes on winning trust is very valuable – thanks for sharing.
Anh Vu
Project Manager| Harveynash
Hanoi, Hanoi, Viet Nam
thanks for sharing,
diligence & recurring meetings to key stakeholders are the key takeaway for me
Drew Craig
Sr. Agile & Product Coach| Vanguard
Philadelphia, Pa, United States
Great write-up, Marat. Thank you, for sharing these insights.
Please Login/Register to leave a comment.
|
"If God had meant for us to be naked, we'd have been born that way."
- Mark Twain
|
