One of the most common issues project managers face is how to get other people in their organizations to see the importance of project management. This is related to encouraging others to use project management. In general, the only way others will accept project management is by demonstrating the value that it provides. That's just human nature. People will resist change unless they can clearly see the value provided by implementing a new process.
Basically, people need to see benefits. Project managers must sell those benefits continuously before anyone will believe that good project management practices provide long-term benefits to the organization. Department (or functional) managers in particular, need to see that those benefits reach their section, unit, or department directly and quickly before they are convinced.
Benefits of Implementing Project Management
The major benefits are:
(a) Maintaining competitive edge;
(b) Flexibility associated with project management;
(c) Realizing that project management is the main instrument for dealing with change; and
(d) Realizing that the cost of not changing could jeopardize the organization's survival.
Selling project management is a value proposition that focuses on what is currently done and what could be done better through the use of project management.
There are four (4) strategies used to sell project management.
1. Use the Credibility of Others to Encourage the Use of Project Management
People will believe something they read in a newspaper, magazine, website or book more readily over what a colleague tells them. Again, that's just human nature. Project managers can source writings in popular publications that support the use of project management. These sources, that show benefits of project management and how organizations are using it as an operational and strategic model, can be used to sell the ideas throughout the organization.
2. Start Simple
Trying to implement an entire project management process all at once becomes too overwhelming and this ultimately results in failure. It is better to use only a few steps in the beginning and use the ones that show value in the shortest possible time. For example, if team members are unclear about their individual responsibilities then by clearly defining each role and responsibility, team members are better able to understand their contributions and are more committed to the project.
3. Use Common Language to Encourage Change
It is easier for people to see value in things they understand. If project managers use terminology that is too technical, then people will have a hard time in seeing the value of project management. The words and phrases should be familiar to the people whom the project manager is trying to reach.
4. Get Referrals to Sell Project Management
Some people will trust the judgment of their peers. A good way to reach them is to have referrals from satisfied customers. These are the highest form of compliment.
Selling project management is not always going to be easy. Demonstrating its value with these strategies should help others conclude that project management is a valuable approach for any organization.
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