Sean WhitakerProject Management Consultant| Crystal ConsultingChristchurch, New Zealand
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? Saving Changes...
Sergio Luis ConteHelping to create solutions for everyone| Worldwide based OrganizationsBuenos Aires, Argentina
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
Saving Changes...
saurabh mahajanPMP, ITIL, PRINCE2| vodafonePune, Maharashtra, India
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. Saving Changes...
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
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?
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Kgobalale John MalatjiProjects Portfolio Manager | Noko-impJohannesburg, Gauteng, South Africa
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?
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Sean WhitakerProject Management Consultant| Crystal ConsultingChristchurch, New Zealand
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 Saving Changes...
Sean WhitakerProject Management Consultant| Crystal ConsultingChristchurch, New Zealand
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 Saving Changes...
Sean WhitakerProject Management Consultant| Crystal ConsultingChristchurch, New Zealand
Jun 23, 2016 4:54 PM
Replying to Kgobalale 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? Saving Changes...
Sean WhitakerProject Management Consultant| Crystal ConsultingChristchurch, New Zealand
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.
Saving Changes...
Sergio Luis ConteHelping to create solutions for everyone| Worldwide based OrganizationsBuenos Aires, Argentina
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.
