Project Management Institute

Tough sell

More than ever before, executives are keeping a close eye on project investments and only lending an ear to those considered business critical or those expected to yield immediate returns and generate significant value. This article discusses how project managers can approach the difficult challenge of securing executive support for projects. In doing so, it identifies the factors which often convince executives to invest in projects; it overviews the factors that influence an executive's decision to support a project, noting examples of a key consideration that could help a project manager secure funding for a project that may not at first seem mission-critical. It also looks at the process of creating a project baseline that can help project managers develop executive reports and help executives evaluate a project's funding. It then outlines an approach that could help project managers save cancelled projects, pointing out the steps and the information needed to persuade executives to reverse project cancel
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