Project Management

Voices on Project Management

by , , , , , , , , , , , , , , , , , ,
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.

About this Blog

RSS

View Posts By:

Cameron McGaughy
Lynda Bourne
Kevin Korterud
Conrado Morlan
Peter Tarhanidis
Mario Trentim
Jen Skrabak
David Wakeman
Christian Bisson
Yasmina Khelifi
Sree Rao
Soma Bhattacharya
Emily Luijbregts
Lenka Pincot
cyndee miller
Jorge Martin Valdes Garciatorres
Marat Oyvetsky
Ramiro Rodrigues
Wanda Curlee

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

3 Agile Disconnects We Need to Address

What to Expect: Anticipating and Adapting to Dynamic Economic Trends

Governance Models: The Secret to Successful Agile Projects

3 Valuable PM Lessons I Learned in 2023

The 4 P’s of Successful Modern PMs

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 Analysis, Business Analysis, Business Case, Business Transformation, Calculating Project Value, Canvas, Career Development, Career Development, Categories: Career Help, Change Management, Cloud Computing, Collaboration, Communication, Complexity, Conflict, Conflict Management, Consulting, Continuous Learning, Cost, COVID-19, Crises, Crisis Management, critical success factors, Cultural Awareness, Culture, Decision Making, Design Thinking, Digital Transformation, digital transformation, Digitalisation, Disruption, 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 Resources, Inclusion, Innovation, Intelligent Building, International, Internet of Things (IOT), Internet of Things (IoT), IOT, IT Project Management, IT Strategy, Knowledge, Leadership, lean construction, LEED, Lessons Learned, Lessons learned;Retrospective, Managing for Stakeholders, managing stakeholders as clients, Mentoring, Methodology, Metrics, Micromanagement, Microsoft Project PPM, Motivation, Negotiation, Neuroscience, neuroscience, New Practitioners, Nontraditional Project Management, OKR, Online Learning, opportunity, Organizational Project Management, Pandemic, People, 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 Project Management Office, portfolio, Portfolio Management, portfolio management, Portfolios (PPM), presentations, Priorities, Probability, Problem Structuring Methods, Process, Procurement, profess, Program Management, Programs (PMO), 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, Risk Management, Risk management, risk management, ROI, Roundtable, Salary Survey, Scheduling, Scope, Scrum, search, SelfLeadership, Servant Leadership, Sharing Knowledge, Social Responsibility, Sponsorship, Stakeholder, Stakeholder Management, stakeholder management, Strategy, swot, Talent Management, Talent Management Leadership SelfLeadership Collaboration Communication, Taskforce, Team Building, Teams, Teams in Agile, Teams in Agile, teamwork, Tech, Technical Debt, Technology, TED Talks, The Project Economy, Time, 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

Forging Resilience as Project Professionals

By Conrado Morlan

 

“A man may have wisdom and discernment, but that is not like embracing a favorable opportunity. A man may have instruments of husbandry, but that is not like waiting for the farming seasons.” — Mengzi

I do not know a project management professional who has not faced challenging situations during their career. The range of challenges can include unforeseen risks that quickly became issues, such as geopolitical events, acts of God or, most recently, a pandemic.

Those kinds of stressful situations help to forge the resilience skills and traits characteristic of the modern project management professional. Resilience is not about toughness; it is about equanimity. It’s about how you manage your temperament in challenging situations and move forward.

During these times, stakeholders expect you, the project management professional, to act and act fast. There is a desire for instant gratification and often a misinterpretation of the concept of “being agile” by both stakeholders and project management professionals.

I remember one time in which I was leading the negotiation process with a prospect in South America. On that Friday morning, I recommended that my manager hold off on sharing the final proposal until I met with the prospect in person on Monday. On Saturday morning, I received a text from my manager telling me that he was about to leave for South America for the Monday meeting, which was not in the original plan. Due to personal commitments, I was flying in on Sunday night. As soon as I landed, I already had two missed calls from the customer and a couple of texts asking for an explanation about the drastic changes in the proposal and why the purchasing department was copied in the email.

My approach, based on Fabian strategy—a military strategy in which pitched battles and frontal assaults are avoided in favor of wearing down an opponent through a war of attrition and indirection—was not successful. Much like when Fabius fought Hannibal, a third party involved took action without my knowledge.

When we met with the customer, I tried to regain control of the situation, but it was too late. Now the purchasing director was at the negotiation table, something that was not part of the original negotiation strategy. After several hours of renegotiation, the contract was signed, but the two parties left money on the table. The customer saw a reduction in their IT budget, as the planned spend was reduced by 15 percent.

History Repeats Itself

Similar to what happened to Fabius during the Second Punic War, my manager was hailed as the key negotiator who closed the deal, and my perceived lack of action was recorded in my annual performance review.

The desire for instant gratification was satiated, but it made the company lose sight of the future. When the contract was about to end, the customer called to notify us that they would not renew the contract for the second phase of the project.

My strategy not to share the proposal ahead of time was focused on the long term, and on building a strong relationship with the customer—which would later translate into more business for the company. After the contract ended, my manager and his boss realized the reason for my “lack” of action and changed their views.

Lessons Learned

This event was one of the best learning experiences in my professional career. It gave me the knowledge of how to bounce back and the strength to learn the lessons I needed in order to move to the next stage in my career.

Cultural awareness cannot and should not be ignored. Contract negotiations have strong ties to culture, and local and national business etiquette should be followed to be successful.

Recognition for your efforts may not happen at first. It may take some time, but it will help confirm that your decisions were for the best.

It was one of the many setbacks in my career, but I am grateful for the experience.

As a project management professional, what events or situations have forged your resilience?

 

Posted by Conrado Morlan on: April 14, 2020 11:10 PM | Permalink | Comments (3)
ADVERTISEMENTS

"The rule is perfect: In all matters of opinion, our adversaries are insane."

- Mark Twain

ADVERTISEMENT

Sponsors