Selling Project Management to Senior Executives: Framing the Moves That Matter [Paperback]

Janice, Ph.D. Thomas (Author), Connie L., Ph.D. Delisle (Author), Kam, Ph.D. Jugdev (Author), Project Management Institute (Corporate Author)

Product Details

• Paperback: 158 pages
• Publisher: Project Management Institute (December 2002)
• Language: English
• ISBN-10: 1880410958
• ISBN-13: 978-1880410950
• Product Dimensions: 10.5 x 7.5 x 0.4 inches
• Shipping Weight: 14.7 ounces
• Average Customer Review: 3.0 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Bestsellers Rank: #2,143,811 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

6 of 7 people found the following review helpful:

1.0 out of 5 stars Still left searching, December 10, 2003

By A Customer

This review is from: Selling Project Management to Senior Executives: Framing the Moves That Matter (Paperback)

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!

6 of 7 people found the following review helpful:

1.0 out of 5 stars Overpriced waste of money, May 9, 2003

By A Customer

This review is from: Selling Project Management to Senior Executives: Framing the Moves That Matter (Paperback)

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.

1 of 2 people found the following review helpful:

5.0 out of 5 stars One of my most-recommended titles for senior project managers, July 24, 2006

By	Alex S. Brown "a project leader - PMP and IPMA-C" (New Jersey, USA) - See all my reviews (REAL NAME)

This review is from: Selling Project Management to Senior Executives: Framing the Moves That Matter (Paperback)

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.