Customer Reviews

Selling Project Management to Senior Executives

5 star:		(2)
4 star:		(0)
3 star:		(0)
2 star:		(0)
1 star:		(2)

 

 

I bought this book because I am searching for the answer to "why is it so difficult to get decision-makers to understand the value of professional project management?"

What I got was an unorganized long-winded thesis; chock full of repetitious statements, surveys and references; leaving the reader to draw their own conclusions.

My opinion, this book is nothing more than an overpriced "tease" to a very important topic. If there was ever a book and topic that needed a sequel, this is it!

This reads like a PhD thesis. Woefully short on understandable and useable detail but chock full of references and long-winded explanations of their research methodology. General texts on selling to senior management will give you better information at a much more reasonable price.

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.

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.