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Topics: Business Intelligence, Leadership, Strategy
What is the best way to explain the C-Level the benefits of the profession of project management?
Network:1714



We know that C-Level speaks a different language and has different priorities to project management practitioners. So, what tips do you have for convincing C-Level executives to support organizational project management?
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Network:1917



No pain, no gain. I am not a sales man. But because the organizational position I was in some organizations I was trained into some sale methodologies. The methodology that helps me a lot as a technique for this type of things among others is "Solution Selling" or "SPIN Selling".
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1 reply by Sean Whitaker
Jun 24, 2016 1:12 AM
Sean Whitaker
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I think this makes perfect sense - thanks
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case studies and there outcome with some data analysis can be a good way to explain.
like showing a case study of project which followed a PM methodology and one which not. Substantiating this with the data analysis report projecting probability of project success by using PM methodology. From project success you can relate it to organization objectives and business to be gained.
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I use also "Solution Selling" - Saurabh's approach takes too much time for C-levels I have to deal with. Sometimes I use that as backup to go deeper - but I have never had to show it.
First you have to get to know which pain your C-levels experience - if there's no pain, you won't sell anything to them.
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1 reply by Sean Whitaker
Jun 23, 2016 9:46 PM
Sean Whitaker
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Great reply - I will keep these tips in mind. Thank you
Network:1764



Agreed on the Solution Selling approach... focus first on the current pain points, issues, challenges etc. that could be addressed by Project Management principles... I would first focus on selling the principles and then on the benefit of the profession itself.
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1 reply by Sean Whitaker
Jun 24, 2016 1:14 AM
Sean Whitaker
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Would you change the language and terminology you use?
Network:905



Most company executives treat Project Management as a role, not a profession. Highlighting the importance of Project Management Methodologies and Techniques somewhat gets to them.
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1 reply by Sean Whitaker
Jun 24, 2016 1:13 AM
Sean Whitaker
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I agree the project management is often seen as a role and not a profession. What can we do about this?
Network:1714



Jun 23, 2016 7:16 AM
Replying to Rolf Dieter Zschau
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I use also "Solution Selling" - Saurabh's approach takes too much time for C-levels I have to deal with. Sometimes I use that as backup to go deeper - but I have never had to show it.
First you have to get to know which pain your C-levels experience - if there's no pain, you won't sell anything to them.
Great reply - I will keep these tips in mind. Thank you
Network:1714



Jun 22, 2016 5:45 PM
Replying to Sergio Luis Conte
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No pain, no gain. I am not a sales man. But because the organizational position I was in some organizations I was trained into some sale methodologies. The methodology that helps me a lot as a technique for this type of things among others is "Solution Selling" or "SPIN Selling".
I think this makes perfect sense - thanks
Network:1714



Jun 23, 2016 4:54 PM
Replying to John Malatji
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Most company executives treat Project Management as a role, not a profession. Highlighting the importance of Project Management Methodologies and Techniques somewhat gets to them.
I agree the project management is often seen as a role and not a profession. What can we do about this?
Network:1714



Jun 23, 2016 10:28 AM
Replying to Samuel Vaddi
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Agreed on the Solution Selling approach... focus first on the current pain points, issues, challenges etc. that could be addressed by Project Management principles... I would first focus on selling the principles and then on the benefit of the profession itself.
Would you change the language and terminology you use?
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1 reply by Samuel Vaddi
Jun 27, 2016 2:50 PM
Samuel Vaddi
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Sean, I would work to use the language and terminology best understood by the recipients... in some cases, yes, a change from my normal usage would be necessary.
Network:1917



Each time I said that project management is not a profession I great mess happends inside the space or debate I said that. But if you understand what a profession is, what a discipline has to address to be consider a profession, then you will see that. On the other side, I think that each person who performs project management activities must contribute to help organizations in visualizing the role as a profession, no matter it formaly is not that.
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1 reply by Sean Whitaker
Jun 24, 2016 8:04 PM
Sean Whitaker
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I agree with you 100%
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