Submit Search
Upload
Four Missing Elements in Your Project Managers
•
0 likes
•
500 views
InnoTech
Follow
Presented at InnoTech Oregon 2013. All rights reserved.
Read less
Read more
Business
Technology
Report
Share
Report
Share
1 of 33
Recommended
Session1 130404032206-phpapp02
Session1 130404032206-phpapp02
christophe Aramini
Moving from Eng to PM
Moving from Eng to PM
Roshan Agrawal
The incredible value of in-sourcing | Talent Connect Anaheim
The incredible value of in-sourcing | Talent Connect Anaheim
LinkedIn Talent Solutions
How to Run a Win/Loss Analysis
How to Run a Win/Loss Analysis
Ox Consulting
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
IntelCollab.com
The New Role of Procurement
The New Role of Procurement
Workday, Inc.
Lineage Logistics and Workday
Lineage Logistics and Workday
Workday, Inc.
Enterprise Gamification as Methodology to Promote Employee Engagement
Enterprise Gamification as Methodology to Promote Employee Engagement
Patrick Bartl
Recommended
Session1 130404032206-phpapp02
Session1 130404032206-phpapp02
christophe Aramini
Moving from Eng to PM
Moving from Eng to PM
Roshan Agrawal
The incredible value of in-sourcing | Talent Connect Anaheim
The incredible value of in-sourcing | Talent Connect Anaheim
LinkedIn Talent Solutions
How to Run a Win/Loss Analysis
How to Run a Win/Loss Analysis
Ox Consulting
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
How Win Loss Analysis Helps Understand Buyer Behavior to Convert and Retain N...
IntelCollab.com
The New Role of Procurement
The New Role of Procurement
Workday, Inc.
Lineage Logistics and Workday
Lineage Logistics and Workday
Workday, Inc.
Enterprise Gamification as Methodology to Promote Employee Engagement
Enterprise Gamification as Methodology to Promote Employee Engagement
Patrick Bartl
Enterprise Gamification introduction by GamEffective
Enterprise Gamification introduction by GamEffective
Centrical
PSVillage Key Performance Indicators for Professional Services Groups
PSVillage Key Performance Indicators for Professional Services Groups
Changepoint
Ohos Seed Funding Pitch Deck
Ohos Seed Funding Pitch Deck
Dave Needham
Loan Multiplier Program presentation
Loan Multiplier Program presentation
Caleb Allen
Engage Your Employees
Engage Your Employees
Workday, Inc.
Driving Employee Engagement with Gamification
Driving Employee Engagement with Gamification
Badgeville, Inc.
Maximizing Value at Kemper with a Workday Learning Launch in 145 Days
Maximizing Value at Kemper with a Workday Learning Launch in 145 Days
Workday, Inc.
The Power of Workday Extend
The Power of Workday Extend
Workday, Inc.
Engagement at Scale
Engagement at Scale
Workday, Inc.
Objective Setting Done Right
Objective Setting Done Right
Qollabi
Latest Innovations from Workday Analytics and Planning
Latest Innovations from Workday Analytics and Planning
Workday, Inc.
How to Align Customer Success Management with Services / Support / Training
How to Align Customer Success Management with Services / Support / Training
Gainsight
The Workday Approach to Building Machine Learning into the Core
The Workday Approach to Building Machine Learning into the Core
Workday, Inc.
Understanding Business Data Analytics
Understanding Business Data Analytics
Alejandro Jaramillo
Ultimate Guide to Client Tracking and Case Management Software
Ultimate Guide to Client Tracking and Case Management Software
Karen Graham
G&M - How We Help MR Agencies Grow (2013)
G&M - How We Help MR Agencies Grow (2013)
Alastair Gordon
Data Strategy - Executive MBA Class, IE Business School
Data Strategy - Executive MBA Class, IE Business School
Gam Dias
Rise of Talent Operations - Measuring Success
Rise of Talent Operations - Measuring Success
Beamery
Business model
Business model
Dr. Shivananda Koteshwar
The Science of Incentive Compensation Programs: The DNA of What Works
The Science of Incentive Compensation Programs: The DNA of What Works
Proformative, Inc.
Convergytics capabilites and profile
Convergytics capabilites and profile
Santosh Atre
Anglum Group Overview
Anglum Group Overview
The Anglum Group, LLC
More Related Content
What's hot
Enterprise Gamification introduction by GamEffective
Enterprise Gamification introduction by GamEffective
Centrical
PSVillage Key Performance Indicators for Professional Services Groups
PSVillage Key Performance Indicators for Professional Services Groups
Changepoint
Ohos Seed Funding Pitch Deck
Ohos Seed Funding Pitch Deck
Dave Needham
Loan Multiplier Program presentation
Loan Multiplier Program presentation
Caleb Allen
Engage Your Employees
Engage Your Employees
Workday, Inc.
Driving Employee Engagement with Gamification
Driving Employee Engagement with Gamification
Badgeville, Inc.
Maximizing Value at Kemper with a Workday Learning Launch in 145 Days
Maximizing Value at Kemper with a Workday Learning Launch in 145 Days
Workday, Inc.
The Power of Workday Extend
The Power of Workday Extend
Workday, Inc.
Engagement at Scale
Engagement at Scale
Workday, Inc.
Objective Setting Done Right
Objective Setting Done Right
Qollabi
Latest Innovations from Workday Analytics and Planning
Latest Innovations from Workday Analytics and Planning
Workday, Inc.
How to Align Customer Success Management with Services / Support / Training
How to Align Customer Success Management with Services / Support / Training
Gainsight
The Workday Approach to Building Machine Learning into the Core
The Workday Approach to Building Machine Learning into the Core
Workday, Inc.
What's hot
(13)
Enterprise Gamification introduction by GamEffective
Enterprise Gamification introduction by GamEffective
PSVillage Key Performance Indicators for Professional Services Groups
PSVillage Key Performance Indicators for Professional Services Groups
Ohos Seed Funding Pitch Deck
Ohos Seed Funding Pitch Deck
Loan Multiplier Program presentation
Loan Multiplier Program presentation
Engage Your Employees
Engage Your Employees
Driving Employee Engagement with Gamification
Driving Employee Engagement with Gamification
Maximizing Value at Kemper with a Workday Learning Launch in 145 Days
Maximizing Value at Kemper with a Workday Learning Launch in 145 Days
The Power of Workday Extend
The Power of Workday Extend
Engagement at Scale
Engagement at Scale
Objective Setting Done Right
Objective Setting Done Right
Latest Innovations from Workday Analytics and Planning
Latest Innovations from Workday Analytics and Planning
How to Align Customer Success Management with Services / Support / Training
How to Align Customer Success Management with Services / Support / Training
The Workday Approach to Building Machine Learning into the Core
The Workday Approach to Building Machine Learning into the Core
Similar to Four Missing Elements in Your Project Managers
Understanding Business Data Analytics
Understanding Business Data Analytics
Alejandro Jaramillo
Ultimate Guide to Client Tracking and Case Management Software
Ultimate Guide to Client Tracking and Case Management Software
Karen Graham
G&M - How We Help MR Agencies Grow (2013)
G&M - How We Help MR Agencies Grow (2013)
Alastair Gordon
Data Strategy - Executive MBA Class, IE Business School
Data Strategy - Executive MBA Class, IE Business School
Gam Dias
Rise of Talent Operations - Measuring Success
Rise of Talent Operations - Measuring Success
Beamery
Business model
Business model
Dr. Shivananda Koteshwar
The Science of Incentive Compensation Programs: The DNA of What Works
The Science of Incentive Compensation Programs: The DNA of What Works
Proformative, Inc.
Convergytics capabilites and profile
Convergytics capabilites and profile
Santosh Atre
Anglum Group Overview
Anglum Group Overview
The Anglum Group, LLC
Becoming an Enterprise SaaS Company | DecisionDesk @ TechPint
Becoming an Enterprise SaaS Company | DecisionDesk @ TechPint
John Knific
Threaded Learning – Instructional Design for Maximum Results
Threaded Learning – Instructional Design for Maximum Results
Lambda Solutions
FREE! How to Conceptualize Your Idea into a Fundable Startup/Investor Gary Jinks
FREE! How to Conceptualize Your Idea into a Fundable Startup/Investor Gary Jinks
ideatoipo
7 Keys to Launching
7 Keys to Launching
Karen Parmelee
Coverpage Business Plan
Coverpage Business Plan
Coverpage (www.coverpage.lk)
DMA Awards unplugged: a practical workshop - Thursday 13 August
DMA Awards unplugged: a practical workshop - Thursday 13 August
Rachel Aldighieri
Website, software, cloud and mobile application design & development comp...
Website, software, cloud and mobile application design & development comp...
Fraction Tech PVT LTD
Building Talent Teams at Scale with Twitter
Building Talent Teams at Scale with Twitter
Beamery
Rise of Talent Operations - What Good Looks Like
Rise of Talent Operations - What Good Looks Like
Beamery
unSEXY Conf 2013: Jamie Sutherland, Xero
unSEXY Conf 2013: Jamie Sutherland, Xero
500 Startups
Dreamforce 2009: IT Success with Agile Development Processes
Dreamforce 2009: IT Success with Agile Development Processes
Steve Greene
Similar to Four Missing Elements in Your Project Managers
(20)
Understanding Business Data Analytics
Understanding Business Data Analytics
Ultimate Guide to Client Tracking and Case Management Software
Ultimate Guide to Client Tracking and Case Management Software
G&M - How We Help MR Agencies Grow (2013)
G&M - How We Help MR Agencies Grow (2013)
Data Strategy - Executive MBA Class, IE Business School
Data Strategy - Executive MBA Class, IE Business School
Rise of Talent Operations - Measuring Success
Rise of Talent Operations - Measuring Success
Business model
Business model
The Science of Incentive Compensation Programs: The DNA of What Works
The Science of Incentive Compensation Programs: The DNA of What Works
Convergytics capabilites and profile
Convergytics capabilites and profile
Anglum Group Overview
Anglum Group Overview
Becoming an Enterprise SaaS Company | DecisionDesk @ TechPint
Becoming an Enterprise SaaS Company | DecisionDesk @ TechPint
Threaded Learning – Instructional Design for Maximum Results
Threaded Learning – Instructional Design for Maximum Results
FREE! How to Conceptualize Your Idea into a Fundable Startup/Investor Gary Jinks
FREE! How to Conceptualize Your Idea into a Fundable Startup/Investor Gary Jinks
7 Keys to Launching
7 Keys to Launching
Coverpage Business Plan
Coverpage Business Plan
DMA Awards unplugged: a practical workshop - Thursday 13 August
DMA Awards unplugged: a practical workshop - Thursday 13 August
Website, software, cloud and mobile application design & development comp...
Website, software, cloud and mobile application design & development comp...
Building Talent Teams at Scale with Twitter
Building Talent Teams at Scale with Twitter
Rise of Talent Operations - What Good Looks Like
Rise of Talent Operations - What Good Looks Like
unSEXY Conf 2013: Jamie Sutherland, Xero
unSEXY Conf 2013: Jamie Sutherland, Xero
Dreamforce 2009: IT Success with Agile Development Processes
Dreamforce 2009: IT Success with Agile Development Processes
More from InnoTech
"So you want to raise funding and build a team?"
"So you want to raise funding and build a team?"
InnoTech
Artificial Intelligence is Maturing
Artificial Intelligence is Maturing
InnoTech
What is AI without Data?
What is AI without Data?
InnoTech
Courageous Leadership - When it Matters Most
Courageous Leadership - When it Matters Most
InnoTech
The Gathering Storm
The Gathering Storm
InnoTech
Sql Server tips from the field
Sql Server tips from the field
InnoTech
Quantum Computing and its security implications
Quantum Computing and its security implications
InnoTech
Converged Infrastructure
Converged Infrastructure
InnoTech
Making the most out of collaboration with Office 365
Making the most out of collaboration with Office 365
InnoTech
Blockchain use cases and case studies
Blockchain use cases and case studies
InnoTech
Blockchain: Exploring the Fundamentals and Promising Potential
Blockchain: Exploring the Fundamentals and Promising Potential
InnoTech
Business leaders are engaging labor differently - Is your IT ready?
Business leaders are engaging labor differently - Is your IT ready?
InnoTech
AI 3.0: Is it Finally Time for Artificial Intelligence and Sensor Networks to...
AI 3.0: Is it Finally Time for Artificial Intelligence and Sensor Networks to...
InnoTech
Using Business Intelligence to Bring Your Data to Life
Using Business Intelligence to Bring Your Data to Life
InnoTech
User requirements is a fallacy
User requirements is a fallacy
InnoTech
What I Wish I Knew Before I Signed that Contract - San Antonio
What I Wish I Knew Before I Signed that Contract - San Antonio
InnoTech
Disaster Recovery Plan - Quorum
Disaster Recovery Plan - Quorum
InnoTech
Share point saturday access services 2015 final 2
Share point saturday access services 2015 final 2
InnoTech
Sp tech festdallas - office 365 groups - planner session
Sp tech festdallas - office 365 groups - planner session
InnoTech
Power apps presentation
Power apps presentation
InnoTech
More from InnoTech
(20)
"So you want to raise funding and build a team?"
"So you want to raise funding and build a team?"
Artificial Intelligence is Maturing
Artificial Intelligence is Maturing
What is AI without Data?
What is AI without Data?
Courageous Leadership - When it Matters Most
Courageous Leadership - When it Matters Most
The Gathering Storm
The Gathering Storm
Sql Server tips from the field
Sql Server tips from the field
Quantum Computing and its security implications
Quantum Computing and its security implications
Converged Infrastructure
Converged Infrastructure
Making the most out of collaboration with Office 365
Making the most out of collaboration with Office 365
Blockchain use cases and case studies
Blockchain use cases and case studies
Blockchain: Exploring the Fundamentals and Promising Potential
Blockchain: Exploring the Fundamentals and Promising Potential
Business leaders are engaging labor differently - Is your IT ready?
Business leaders are engaging labor differently - Is your IT ready?
AI 3.0: Is it Finally Time for Artificial Intelligence and Sensor Networks to...
AI 3.0: Is it Finally Time for Artificial Intelligence and Sensor Networks to...
Using Business Intelligence to Bring Your Data to Life
Using Business Intelligence to Bring Your Data to Life
User requirements is a fallacy
User requirements is a fallacy
What I Wish I Knew Before I Signed that Contract - San Antonio
What I Wish I Knew Before I Signed that Contract - San Antonio
Disaster Recovery Plan - Quorum
Disaster Recovery Plan - Quorum
Share point saturday access services 2015 final 2
Share point saturday access services 2015 final 2
Sp tech festdallas - office 365 groups - planner session
Sp tech festdallas - office 365 groups - planner session
Power apps presentation
Power apps presentation
Recently uploaded
Boost the utilization of your HCL environment by reevaluating use cases and f...
Boost the utilization of your HCL environment by reevaluating use cases and f...
Roland Driesen
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
Call Girls in Delhi
HONOR Veterans Event Keynote by Michael Hawkins
HONOR Veterans Event Keynote by Michael Hawkins
Michael W. Hawkins
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Lviv Startup Club
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Dipal Arora
Lucknow 💋 Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
Lucknow 💋 Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
anilsa9823
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
IlamathiKannappan
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
Call Girls In Delhi Whatsup 9873940964 Enjoy Unlimited Pleasure
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Service
discovermytutordmt
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
Renandantas16
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
P&CO
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Dipal Arora
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Shawn Pang
M.C Lodges -- Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.
Aaiza Hassan
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
Suhani Kapoor
Russian Faridabad Call Girls(Badarpur) : ☎ 8168257667, @4999
Russian Faridabad Call Girls(Badarpur) : ☎ 8168257667, @4999
Tina Ji
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Dave Litwiller
Best Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in India
Shree Krishna Exports
Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023
Neil Kimberley
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
Andy Lambert
Recently uploaded
(20)
Boost the utilization of your HCL environment by reevaluating use cases and f...
Boost the utilization of your HCL environment by reevaluating use cases and f...
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
9599632723 Top Call Girls in Delhi at your Door Step Available 24x7 Delhi
HONOR Veterans Event Keynote by Michael Hawkins
HONOR Veterans Event Keynote by Michael Hawkins
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Yaroslav Rozhankivskyy: Три складові і три передумови максимальної продуктивн...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Lucknow 💋 Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
Lucknow 💋 Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Service
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
M.C Lodges -- Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur
Russian Faridabad Call Girls(Badarpur) : ☎ 8168257667, @4999
Russian Faridabad Call Girls(Badarpur) : ☎ 8168257667, @4999
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Best Basmati Rice Manufacturers in India
Best Basmati Rice Manufacturers in India
Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
Four Missing Elements in Your Project Managers
1.
For: By Todd C. Williams Four
Elements… Missing From Your Project Manager’s Skillset May 6, 2013 ©2013 Copyright eCameron, Inc. 1
2.
#1: Exchange Of Goods
Or Services May 6, 2013 ©2013 Copyright eCameron, Inc.
3.
How May Of
You Are Salespeople? May 6, 2013 ©2013 Copyright eCameron, Inc.
4.
How May Of
You Are Salespeople? May 6, 2013 ©2013 Copyright eCameron, Inc.
5.
How May Of
You Are Salespeople? May 6, 2013 ©2013 Copyright eCameron, Inc.
6.
May 6, 2013
©2013 Copyright eCameron, Inc. Selling • Situation • Problem • Implication • Needs/Payoff
7.
Selling •Situation •Problem •Implication •Needs/Payoff SPIN Selling May 6,
2013 ©2013 Copyright eCameron, Inc. SPIN Selling, Neil Rackham Needs/Payoff Situational Implication S ProblemP I N
8.
Selling •Situation •Problem •Implication •Needs/Payoff SPIN Selling May 6,
2013 ©2013 Copyright eCameron, Inc. SPIN Selling, Neil Rackham SituationalS Do you have signature authority?
9.
Selling •Situation •Problem •Implication •Needs/Payoff SPIN Selling May 6,
2013 ©2013 Copyright eCameron, Inc. SPIN Selling, Neil Rackham SituationalS ProblemP Our people are not motived?
10.
Selling •Situation •Problem •Implication •Needs/Payoff SPIN Selling May 6,
2013 ©2013 Copyright eCameron, Inc. SPIN Selling, Neil Rackham Situational Implication S ProblemP I Without being motivated, they miss their deadlines.
11.
Selling •Situation •Problem •Implication •Needs/Payoff SPIN Selling May 6,
2013 ©2013 Copyright eCameron, Inc. SPIN Selling, Neil Rackham Needs/Payoff Situational Implication S ProblemP I N The last time they missed a deadline it cost use a penalty on our contract. That was $50,000.
12.
#2: Gaining Agreement May 6,
2013 ©2013 Copyright eCameron, Inc.
13.
How We Look
At Negotiation Sept. 19, 2012 Todd C. Williams ©2012 eCameron, Inc.
14.
Negotiation May 6, 2013
©2013 Copyright eCameron, Inc. Selling •Situation •Problem •Implication •Needs/Payoff Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute
15.
Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff What’s the Big
Deal? May 6, 2013 ©2013 Copyright eCameron, Inc. Negotiation is part of everything Running a project Getting a job Significant other Even your child’s bedtime
16.
Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Need A Raise? May
6, 2013 ©2013 Copyright eCameron, Inc. Two Volunteers
17.
Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Negotiation Process May 6,
2013 ©2013 Copyright eCameron, Inc. SPIN questioning process
18.
Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Explore May 6, 2013
©2013 Copyright eCameron, Inc. Negotiation Work Sheet 1. What are the consequences of no agreement 2. Short and long term hard cost 3. Short and long term soft cost 4. Short and long term hard benefit 5. Short and long term soft benefit 6. What do we still need to know Desires Write it down! Determine your: Consequences of Failure Wish list Determine their: Desires Consequences of Failure Wish list
19.
#3: Knowing The Direction May
6, 2013 ©2013 Copyright eCameron, Inc.
20.
Goals May 6, 2013
©2013 Copyright eCameron, Inc. Corporate Goals Initiatives Initiatives Initiatives Projects Projects Projects Projects Projects ProjectsProjects Projects Strategy is defined in initiatives and delivered through projects
21.
May 6, 2013
©2013 Copyright eCameron, Inc. Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Corporate Vision • Guide the way • Drive your team
22.
Financial IT Organization Strategy
Map: Balanced Scorecard. May 6, 2013 ©2012 Copyright eCameron, Inc. Customer (Partner) InternalProcesses Competency Contribution Maximize shareholder returnsManage unit costs of information technology Maximize business unit value creation Deliver quality service Do the right things at the right time Achieve business unit strategies Demonstrate competitive costs Operational Excellence Business Unit Alliance Solutions Leadership Learning & Growth Sustain skills in enabling technologies Attract and retain people with key skills Focus on career development Promote a culture of innovation Credibility Propose and deliver enabling solutions Optimize IT internal processes Improve business unit productivity Manage service quality Effectively support users Understand emerging technology applications Realize scale economies Deliver on schedule Understand business unit strategies Standardize platforms and architectures Gold, R. S. (2001). “Enabling the strategy-focused IT organization.” Balanced Scorecard Report, September 2001
23.
Financial IT Organization Strategy
Map: Balanced Scorecard. May 6, 2013 ©2012 Copyright eCameron, Inc. Customer (Partner) InternalProcesses Competency Contribution Maximize shareholder returnsManage unit costs of information technology Maximize business unit value creation Deliver quality service Do the right things at the right time Achieve business unit strategies Demonstrate competitive costs Operational Excellence Business Unit Alliance Solutions Leadership Learning & Growth Sustain skills in enabling technologies Attract and retain people with key skills Focus on career development Promote a culture of innovation Credibility Propose and deliver enabling solutions Optimize IT internal processes Improve business unit productivity Manage service quality Effectively support users Understand emerging technology applications Realize scale economies Deliver on schedule Understand business unit strategies Standardize platforms and architectures Gold, R. S. (2001). “Enabling the strategy-focused IT organization.” Balanced Scorecard Report, September 2001
24.
Financial IT Organization Strategy
Map: Balanced Scorecard. May 6, 2013 ©2012 Copyright eCameron, Inc. Customer (Partner) InternalProcesses Competency Contribution Maximize shareholder returnsManage unit costs of information technology Maximize business unit value creation Deliver quality service Do the right things at the right time Achieve business unit strategies Demonstrate competitive costs Operational Excellence Business Unit Alliance Solutions Leadership Learning & Growth Sustain skills in enabling technologies Attract and retain people with key skills Focus on career development Promote a culture of innovation Credibility Propose and deliver enabling solutions Optimize IT internal processes Improve business unit productivity Manage service quality Effectively support users Understand emerging technology applications Realize scale economies Deliver on schedule Understand business unit strategies Standardize platforms and architectures Gold, R. S. (2001). “Enabling the strategy-focused IT organization.” Balanced Scorecard Report, September 2001
25.
#4: Getting Others To
Act Because They Want To May 6, 2013 ©2013 Copyright eCameron, Inc.
26.
May 6, 2013
©2013 Copyright eCameron, Inc. Corporate Vision •Guide the way •Drive your team Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Leadership •Leading your leaders •Leading your contributors
27.
May 6, 2013
©2013 Copyright eCameron, Inc. Leadership •Leading your leaders •Leading your contributors Corporate Vision •Guide the way •Drive your team Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff
28.
Leadership •Leading your leaders •Leading
your contributors Corporate Vision •Guide the way •Drive your team Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Project Managers Are Different October 8, 2012 ©2012 eCameron, Inc.
29.
Leadership •Leading your leaders •Leading
your contributors Corporate Vision •Guide the way •Drive your team Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Project Managers Are Different October 8, 2012 ©2012 eCameron, Inc. Functional Management …… Peers Subordinates Project managers are different than functional management.
30.
Leadership •Leading your leaders •Leading
your contributors Corporate Vision •Guide the way •Drive your team Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff Project Managers Are Different October 8, 2012 ©2012 eCameron, Inc. Project Management Stakeholders …… Peers Subordinates
31.
Leading People October 8,
2012 ©2012 eCameron, Inc. Leaders Ask Subordinates: What do you need from me? What's in your way? How can I help? Leaders Leading Leaders: I need you to help me by doing... I need mentoring on ... I need clarification on... Leadership •Leading your leaders •Leading your contributors Corporate Vision •Guide the way •Drive your team Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff
32.
Leadership May 6, 2013
©2013 Copyright eCameron, Inc. Leadership •Leading your leaders •Leading your contributors Corporate Vision •Guide the way •Drive your team Negotiation •Recognition •Planning •Explore •Propose/Barter •Execute Selling •Situation •Problem •Implication •Needs/Payoff
33.
For More Information: Available
in all major bookstores… online and on the corner. Contact Todd C. Williams 1-360-834-7361 todd.williams@ecaminc.com http://ecaminc.com/index.php/blog http://linkedin.com/in/BackFromRed Twitter: @BackFromRed Questions? Thank You! May 6, 2013 ©2013 Copyright eCameron, Inc.