June 30, 2004	Volume 4, Issue 26
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Selling Uphill: The Pitch

by Rick Brenner

Whether you're a CEO or a project champion, you occasionally have to persuade decision-makers who have some kind of power over you. What do they look for? What are the key elements of an effective pitch? What does it take to Persuade Power?

o what about Marigold?" Sara asked. She and Karl were concerned that Wolf would argue for trying to fix Marigold first, before even looking at their proposal for Metronome. But Karl had an idea.

"Maybe we don't say anything about Marigold. Suppose we critique a third idea — not Marigold — that looks at least as good as Wolf's. Then we're not arguing against Marigold, and it's a lot less personal. But it still raises questions about his approach."

Sara was impressed. "Yes, and if Metronome is an even better idea, it might be easier to turn the discussion back to Metronome. Interesting…"

Karl and Sara are devising one of the key elements of any proposal — the discussion of alternatives. By demonstrating the advantages of their proposal relative to all plausible alternatives, they effectively turn attention to the approach they're advocating.

Here are the key elements of an effective proposal. Some might not apply in your situation, so be selective. To effectively advocate
for a position,
understand first
what your audience
cares about.
Let that drive
everything else.

What's the issue?

What issue does your proposal address? Present the issue from your management's perspective. Stick to one issue — complexity is a demotivator.

What's the impact?

What was the impact of this issue on a current or recently completed project? Did it affect schedules? Budgets? Relationships? Customers?

What's the impact of inaction?

Project what will happen if this issue isn't addressed effectively. Estimate budget and schedule effects, showing how the issue affects future or current projects. Estimate the financial costs and lost revenue associated with these factors, going forward quarter by quarter, for three years.

Where will the impact be greatest?

All projects are unique. What kinds of projects are most likely to be affected by this issue? Rank project types by impact, and estimate schedule, budget and revenue consequences. This is especially persuasive if your proposal helps favored projects or customers.

Are there alternatives?

Every problem has multiple solutions, and no solution is best all around. Explore the advantages and disadvantages of three alternatives. Include financial consequences. This is the piece that Karl and Sara are working on.

What do you recommend?

Of the alternatives you explored, which one are you proposing and why? Take a position and defend it.

What should we do next?

Assuming that your proposal is adopted, what's the next doable step? Sketch a plan for implementation, including a schedule with milestones, and a budget. Include a risk plan.

Who should do it?

Who would work this plan, and how much of their time would be required? Are consultants involved? New hires?

How will we know if we succeed?

What criteria determine success? Will we need resources to determine success? How much? When?

Do you have a rejected proposal in a file somewhere? Dig it out. How many of these key elements were covered? Can you see ways to improve it?  Top    Next Issue

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Public seminars

Person-to-Person Communication for Project Managers

When we talk, listen, send or read emails, read or write memos, or when we leave or listen to voice mail messages, we're communicating person-to-person. And whenever we communicate person-to-person, we risk being misunderstood, offending others, feeling hurt, and being confused. There are so many ways for things to go wrong that we could never learn how to fix all the problems. A more effective approach avoids problems altogether, or at least minimizes their occurrence. In this very interactive program you'll learn a model of inter-personal communications that can help you stay out of the ditch. In those moments of intense involvement, when we're most likely to slip, you'll have a new tool to use to keep things constructive. Read more about this program. Here are some upcoming dates for this program:

• Download to
  your calendarDes Moines, IA: February 16, Breakfast Meeting, Central Iowa Chapter of The Project Management Institute. Register now.
   
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  your calendarDes Moines, IA: February 16, Lunch Meeting, Central Iowa Chapter of The Project Management Institute. Register now.
   
• Houston, Texas: May 8, Monthly Meeting, Houston Chapter of the Project Management Institute.
   
• Houston, Texas: May 9, Monthly Meeting, Houston Chapter of the Project Management Institute.
   

The Race to the South Pole: The Power of Agile Development

On 14 December 1911, four men led by Roald Amundsen reached the South Pole. Thirty-five days later, Robert F. Scott and four others followed. Amundsen had won the race to the pole. Amundsen's party returned to base on 26 January 1912. Scott's party perished. As historical drama, why this happened is interesting enough. Lessons abound. Among the more important lessons are those that demonstrate the power of the agile approach to project management and product development. Read more about this program. Here's an upcoming date for this program:

• Download to
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Human-Centered Risk Management

Most of us can assess technological risks, but risks related to human behavior tend to resist our best efforts. This session provides a framework for evaluating risks related to the behavior of individuals, teams, organizations and people generally. Human-centered risk differs from technological or market risk, because objective evaluation requires acknowledging personal and organizational limitations and failures. Since some of those limitations and failures might apply to the people assessing the risks, or to their superiors, there's a tendency to deny them or to explain them away. Our approach examines capability, organization, context, risk mitigation, and workplace politics. It has tools for guiding the assessment and management of human-centered risk, and we show how to extend these tools to suit your situation. You'll learn how to identify sources of risk in human behavior; recognize systemic and individual barriers to acknowledging risk; assess the effects of organizational turbulence; determine the risk associated with inappropriate internal risk transfer; estimate the effects of team dysfunction, toxic conflict and turnover; and measure the impact of workplace politics. Read more about this program. Here's an upcoming date for this program:

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  your calendarMITRE, in Bedford, Massachusetts: March 20, Monthly Meeting, Boston SPIN. Register now.
   

The Race to the South Pole: Ten Lessons for Project Managers

On 14 December 1911, four men led by Roald Amundsen reached the South Pole. Thirty-five days later, Robert F. Scott and four others followed. Amundsen had won the race to the pole. Amundsen's party returned to base on 26 January 1912. Scott's party perished. As historical drama, why this happened is interesting enough, but to project managers, the story is fascinating. Lessons abound. Read more about this program. Here's an upcoming date for this program:

• Columbia, Missouri: May 17, Full-Day Workshop, Mid Missouri Chapter of the Project Management Institute.
   

Project Management in Fluid Environments

Most people now work in environments that can best be characterized as fluid, because they're subject to continual change. We never know what's coming next. In such environments, managing — teams, projects, groups, departments, or the enterprise — often entails moving from surprise to surprise while somehow staying almost on track. It's a nerve-wracking existence. This program provides numerous tools that help project managers who work in fluid environments. Read more about this program. Here's an upcoming date for this program:

• Columbia, Missouri: May 17, Monthly Meeting, Mid Missouri Chapter of the Project Management Institute.
   

The Politics of Meetings for People Who Hate Politics

There's a lot more to running an effective meeting than having the right room, the right equipment, and the right people. With meetings, the whole really is more than the sum of its parts. How the parts interact with each other and with external elements is as important as the parts themselves. And those interactions are the essence of politics for meetings. This program explores techniques for leading meetings that are based on understanding political interactions, and using that knowledge effectively to meet organizational goals. Read more about this program. Here's an upcoming date for this program:

• Rochester, New York: May 24, Professional Development Day, Rochester Chapter of the Project Management Institute.