Working With Executives: How to Create
a Win/Win Situation and Gain Support
and Buy-in
Delaine Campbell
Principal, PMPGroup, LLC.
email: dcampbell@pmpgroup.net
www.pmpgroup.net
PMPGroup, LLC.
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
You Are Different
EXECUTIVES are
from VENUS
PROJECT MANAGERS
are from MARS
GOAL
PMPGroup, LLC.
Remember That Your
Thinking Styles Are Very
Different. Your Vocabulary
Probably Is Too
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Project Manager Skill Levels and
Competencies
Problem
Solving
Communication
Management
Vendor
Management
Cost
PC Skills
Management
Time
Management
Technical
Cultural
Awarenes
s
General
Business
Scope
Management
Resource
Management
Sales &
Marketin
g
People
Management
Quality
Management
Process
Negotiating
Finance &
Integration
Billing
Management
General
Finance
Influence
Quality
Risk
Management
Self
Management
Thinking Style Develops Over Time
PMPGroup, LLC.
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Understand the Logic
 Driven by Strategy and “Maslow’s Hierarchy” of
needs as much as the next person
 Mission, Vision, Values, Goals, Strategy
 Don’t talk tactical; talk problem solving
 What can you do to help “solve” the problem?
 Think like a strategist: “What can be done to
solve problems, that prevent the Exec from
achieving 99% of his/her goals?”
 Are you capable of identifying the problem or are
you focused on project issues?
GOAL
PMPGroup, LLC.
Create a Good Relationship
Where You Create Mutual
Trust and Where You Gain
Mutual Respect
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Transition Thinking
Strategic
Level
ASSET POINT
Tactical
Level
PMPGroup, LLC.
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Effective Ways To Support Your
Executive
 Create strong relationships at “next level” down;
get buy-in on important issues for your Exec
 Understand “the competition” and advise
appropriately
 Become an asset; read-up on important topics and
issues and educate the Exec; help him/her become
more informed on important issues
 Understand Exec’s “drivers” and work to help
him/her achieve those goals
 Be aware of political issues and advise accordingly
 Share what you know: Help Him/Her understand
what risk management is and why it’s important.
Likewise, for project methodology and structure
within the organization
GOAL
PMPGroup, LLC.
Learn To Gather Data and
To Operate On FACTS
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Venutians LIKE Facts and
Figures
The Power of Six Sigma
 All Execs are concerned about organizational
performance.




Do you already have a scorecard? If so, do you
understand it and how to use it effectively? Can
you make suggestions or add value to what is
already there?
If not, can you suggest and help implement a
scorecard for the group? (STUDY & LEARN!)
Can you apply any performance improvement
ideas to help achieve the strategy? Can you give
a brief synopsis of six sigma? Can you introduce
it into your workgroup on a sample work effort?
Are you constantly looking for ways to make the
organization better and offering suggestions to
help solve performance problems?
GOAL
PMPGroup, LLC.
Facts and Figures Lead To
Decisions And Success
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Just Present The Facts
 Create clear, crisp, to the point
presentations
 Great Ideas are only as good as the manner
in which they are delivered and received
 Remember to:
 Tell them what you are going to tell
them (why you are there)
 Present the facts, opportunities and
suggestions, and points bulletized
 Ask for the decision
 Allow 15-20 min., then discussion time.
 DON’T leave the room without a
commitment
GOAL
PMPGroup, LLC.
Winning
Numbers: How
to Use Business
Facts and
Figures to Make
Your Point and
Get Ahead
Michael C.
Thomsett
Present Clear, Logical,
Concise Facts
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Learn To Adjust Your Style
 How’s your communication style?
 Learn appropriate amounts of executive etiquette
 Use email effectively! Straight to the Point!
Summarize! No lengthy stories, etc.
 Don’t point fingers or blame
 Too much information can kill
 Too much unimportant information can kill
 Be straight and to the point. State the problem,
proposed solution, cost to implement (if known),
pros and cons (risks and contingency), and
results from the plan. Then, just ask to approve.
 DO YOUR HOMEWORK!
GOAL
PMPGroup, LLC.
Learn Their Protocol and
Make It SNAZZY
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.
Suggested Reading

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
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How To Think Like a CEO by D.A. Benton
Continuity Management by David Harden
Keeping Score by Mark G. Brown
Manager’s Pocket Guide to Project Management by Michael
Greer
The Project Office by Davidson Frame
Risk Management by Carl Pritchard
The Project Sponsor Guide by Neal Love
Building Project Management Competence by Davison Frame
The Strategy Focused Organized by Robert Kaplan
Creating a Culture of Competence by Michael Zwell
The Origins of Cultural Differences and Their Impact on
Management by Jack Scarborough
Executive Etiquette in the New Workplace by Marian Faux
PMPGroup, LLC.
© Copyright2002-2004 PMPGroup, LLC. May not be copied, used, or distributed without permission.