Project Management

Wednesday, 15 July 2015 14:44

HBR's 10 Must Reads on Change Management

HBR's 10 Must Reads on Change Management

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Author:Harvard Business Review, John P. Kotter, W. Chan Kim, Renee Mauborgne
Publisher: Harvard Business Review Press
Released: March 2011
Type: Softcover
Pages: 224
ISBN:978-0201835953
Published in Suggested Books
Leadership and Self-Deception: Getting Out of the Box

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Author: Arbinger Institute
Publisher: Berrett-Koehler Publishers
Released: April 2015
Type: Softcover
Pages: 240
ISBN:978-0201835953

Leadership is an art. As a project manager you need to become a better leader. You will not find that in any single book or class. You need to learn, study and practice. It helps you develop tools to better understand the difficult situations you face daily.

Since its original publication in 2000, Leadership and Self-Deception has become a word-of-mouth phenomenon. Its sales continue to increase year after year, and the book ’s popularity has gone global, with editions now available in over twenty languages.

Through a story everyone can relate to about a man facing challenges on the job and in his family, the authors expose the fascinating ways that we can blind ourselves to our true motivations and unwittingly sabotage the effectiveness of our own efforts to achieve success and increase happiness.

Published in Suggested Books
Thursday, 16 July 2015 13:33

Selling to Big Companies

Selling to Big Companies

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Author:Jill Konrath
Publisher: Kaplan Publishing
Released: December 2005
Type: Softcover
Pages: 272
ISBN:978-0201835953

As a project manager, you are all about selling and persuasion. If you are not good at it, you better learn now. This book focuses on communicating in a way to get people to react to you.

Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.

It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts.

Discover how to:

    Target accounts where you have the highest likelihood of success.
  • Find the names of prospects who can use your offering.
  • Create breakthrough value propositions that capture their attention.
  • Develop an effective, multi-faceted account-entry campaign.
  • Overcome obstacles and objections that derail your sale efforts.
  • Position yourself as an invaluable resource, not a product pusher.
  • Have powerful initial sales meetings that build unstoppable momentum.
  • Differentiate yourself from other sellers.
Published in Suggested Books
Thursday, 16 July 2015 13:39

SPIN Selling

SPIN Selling

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Author:Neil Rackham
Publisher: McGraw-Hill Education
Released: May 1988
Type: Softcover
Pages: 197
ISBN:978-0201835953

Every project manager and business analyst should read this book. Ignore the implication of the title, which is just an acronym for a process, and dive in to what the customers real problem is that you are trying to solve. This will change your project deliverable to the most value they have ever received.

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

Published in Suggested Books
Start with Why: How Great Leaders Inspire Everyone to Take Action

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Author: Simon Sinek
Publisher: Portfolio
Released: December 2011
Type: Softcover
Pages: 256
ISBN:978-0201835953

Do you need to persuade someone that your project is worth doing? Maybe you are the CEO and need to sell a new vision and the project to go with it.. If so, you need to Start With Why. Too often your first reaction is to start with what and that will not inspire people to meet your dream.

Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty?

Published in Suggested Books
Switch: How to Change Things When Change Is Hard

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Author:Chip Heath
Publisher: Crown Business
Released: February 2010
Type: Hardcover
Pages: 320
ISBN:978-0201835953

Projects drive change and you need to get people to switch to that change to make your project successful. Switch is a great book on how to help make that happen.

Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives?

Published in Suggested Books

Too often, project managers and their stakeholders lack the visibility into how their project's fit into the business' grand vision. Think how wonderfully your business would run if everyone from the C-suite to the feet on the street understood how to maintain focus executing business strategies.

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Balanced Scorecard for Project Managers helps your project managers and their stakeholders:

  1. Understand what is valuable for your organization.
  2. Reduce miscommunication.
  3. Focus their energies and your resources.

Organizations the world over use balanced scorecard to define their strategic goals. However, balanced scorecard only works if its information is disseminated throughout the organization. This workshop helps PMO managers, executive sponsors, project managers, and their project teams understand why and how a strategy is defined, the use of activity and strategy maps, and how they apply to the organization's projects.

Published in College Classes
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Projects are never a success when they are delivered—their product must be adopted to declare success. Whether you are delivering a process for HR, creating new model of cell phone for your customers, or implementing a new ERP system for your company, if they do not see value in the output of your project, it is a failure. Most project teams, however, are focused on maintaining scope, schedule, and budget, they are far removed from the end-user, and they have little concept on how to persuade someone to use what they are developing. The fact of the matter is, though, that if they are the first people involved in the making a tangible product that their customers can use, adapt, and enhance to create value.

Organization Change Management for Project Teams helps your project manager, their teams, and their stakeholders:

Published in College Classes
Sunday, 09 January 2011 00:00

Tomorrow's Project Manager

With the coming of 2011, it is time to reflect on our past and contemplate the future. We think about our families, our friends, our successes and failures; we think about our jobs, our professions, and the world of possibilities. We must reaffirm our ship's direction, stay the course, make corrections, or find a new destination. As project managers, we must look at the recent changes in the discipline and translate those into a plan for our professional development—a plan that meets our needs and the needs of the discipline.

Published in Strategy
Monday, 10 February 2014 00:00

Review: Strategies for Project Sponsorship

Strategies for Project Sponsorship

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Authors: Vicki James,
Peter Taylor,
Ron Rosenhead
Publisher Management Concepts
Released: May 2013
Pages: 204
ISBN: 978-1567264067

As they say in the army, never volunteer. Nowhere could that be truer than when it comes to project sponsorship. Given a choice between a root canal and project sponsorship, most managers and executives start looking up dentists on the internet. It is a sad fact—one that project managers must deal with on a daily basis. It is often the project manager’s first solid opportunity to lead up.

Recently I received the book Strategies for Project Sponsorship by Vicki James, Ron Rosenhead, and Peter Taylor, all good friends of mine and trustworthy twitter contributors. It took a while for the book to trickle “up” to the top of my stack; however, when it did I was more than impressed.

Published in Book Reviews
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