Features
- Cover Type: Paperback with 158 pages
- Published by: Project Management Institute December 2002
- Written in: English
- ISBN 10 Number: 1880410958
- ISBN 13 Number: 978-1880410950
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Book Dimensions:
10.5 x 7.5 x 0.4 inches
- Weighs: 14.7 ounces
Reader Reviews
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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