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

Selling Project Management to Senior Executives: Framing the Moves That Matter | Janice, Ph.D. Thomas, Connie L., Ph.D. Delisle, ... | One of my most-recommended titles for senior project managers

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Selling Project Ma...

	Selling Project Management to Senior Executives: Framing the Moves That Matter Janice, Ph.D. Thomas, Connie L., Ph.D. Delisle, ... Project Management Institute, 2002 - 158 pages average customer review:based on 4 reviews view larger image
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Wonderful research

I respectfully disagree with the two reviews posted. This was academic based research and provides information to those of us looking for the next steps in project management. Academic research does not provide the silver bullet that is so desperately wanted. However, it provides the background and sound grounding that allows senior project managers to develop new practical applications based on supportable research. A must read for those who are beyond the nuts and bolts of project management theory.

One of my most-recommended titles for senior project managers

I have found this book to be a wonderful mix of practical advice and academic research. The authors not only give useful advice about how to talk to senior executives (avoid hype and emotion, emphasize concrete processes and concepts like the iron triangle), but they back it all up with solid research into books about sales and actual people who have successfully sold project management to senior executives.

The research is even divided on useful lines, showing key differences between the process of selling project management as an employee and as an outside consultant. Different types of arguments work better depending on your role.

For any senior project manager, who is trying to get enterprise-wide adoption of project management, this book is a must-read. Parts of it are academic, but the practical advice is clearly marked and put into separate chapters. These practical tips will save time and frustration when attempting to pitch to a senior executive.

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