Conclusions


Our findings suggest that disconnects exist between what sellers promote and what buyers want to hear regarding project management. A naivete appears around the belief that project management should be valued for its own sake. Thus, senior executives fail to see project management's value connection with the goals of the organization. In addition, the sale of project management at present appears to be the response to internal crises or changes in the environment instead of occurring as a proactive business decision. Those interested in being more effective at selling project management will benefit from learning and applying the basics of marketing strategies, listening to their target audience, and ensuring that they align the sale of project management to match the executive's degree of receptiveness on the value continuum.

Selling project management to senior executives requires project managers to learn different skills and overcome a discomfort with acting in a "sales" capacity. Project managers' experience with project management means that they best understand its value and benefit within their company. They appreciate its value and benefit when it is used effectively on projects and they appreciate its need when projects do not go well. Project managers are excellent ambassadors to promote project management in business terms to executives. They can develop skills in putting forth the arguments of how project management benefits organizations by applying best practices and heightening senior management awareness of the value and benefits of project management to realizing their business imperatives.

As with any project, the attempt to sell project management at the executive level benefits from careful planning and preparation. The results of Phase I provide some insights into the process necessary to sell project management and some of the arguments that others have found to be successful.




The Frontiers of Project Management Research
The Frontiers of Project Management Research
ISBN: 1880410745
EAN: 2147483647
Year: 2002
Pages: 207

flylib.com © 2008-2017.
If you may any questions please contact us: flylib@qtcs.net