Selling Project Management to Senior Executives: Framing the Moves That Matter - Softcover

Thomas, Janice; Delisle, Connie; Jugdev, Kam

Softcover

ISBN 10: 1880410958 ISBN 13: 9781880410950

Publisher: Project Management Inst, 2002

Synopsis

PRACTICAL ADVICE ON THE HOW AND WHY OF
SELLING PROJECT MANAGEMENT

If project management had an advice columnist, he or she would receive the same two questions every
week from project management practitioners worldwide:
• "Why is it so difficult to convince senior executives of the importance of project management?"

• "How do I successfully sell project management to senior executives?"

To answer these questions, the columnist would consult the experts, and now so can you!

Look no further than Dr. Janice Thomas and her colleagues at Canada’s Athabasca University, authors of
Selling Project Management to Senior Executives: Framing the Moves that Matter, a new book from the
Project Management Institute (PMI). The researchers answer the first question with wisdom gleaned
through structured interviews, and the second with factor-analyzed survey results. Throughout the book,
they successfully mix science with some of the profession’s best advice and most creative writing.

What Thomas et al. discovered about selling project management is practical, new, and revealing.

Here are just two of the many findings contained in their enlightening book:

• Why am I having a hard time selling project management? Because project practitioners often pitch their profession too low. Senior executives want project management
to identify solutions that are linked to long-term, strategic business objectives. Sell the field’s
strategic value—not its tactical importance.

• How can I make a successful sale? Prove your credibility and trustworthiness in a long-term, positive, business relationship and you will find senior executives more supportive and approachable.

Moreover, this modern classic contains:

• A list of characteristics common to successful and unsuccessful project management sellers

• The information senior executives must have before buying project management

• The one key difference between successful and unsuccessful sellers.

With Selling Project Management to Senior Executives: Framing the Moves that Matter, you get all the advice
you need whenever you need it!

About this title

About the Author

Janice Thomas, PhD, M.B.A., B.Sc. is Professor of Project Management at Athabasca University. Connie L. Delisle, PhD, M.Sc., B.A., B.A. is also Professor of Project Management at Athabasca University. Kam Jugdev, PMP, M.Eng., M.H.S.A., B.Sc., B.Sc. is PhD Candidate in Project Management Specialization at the University of Calgary.

With the Assistance of Pamela Buckle, PhD Student, M.B.A., B.A., University of Calgary, Faculty of Management.

Edition details

• Publisher: Project Management Inst
• Publication date: 2002
• Language: English
• ISBN 10: 1880410958
• ISBN 13: 9781880410950
• Binding: Paperback
• Number of pages: 158