{"id":4408,"date":"2010-06-30T19:23:34","date_gmt":"2010-07-01T02:23:34","guid":{"rendered":"https:\/\/svapm.org\/?p=4408"},"modified":"2010-06-19T05:25:35","modified_gmt":"2010-06-19T12:25:35","slug":"how-to-sell-a-pmo","status":"publish","type":"post","link":"https:\/\/svapm.org\/?p=4408","title":{"rendered":"How to Sell a PMO"},"content":{"rendered":"

\"\"<\/a>Robert Maltas <\/strong><\/p>\n

UCSC Extension Spring 2010 PMO Course Student<\/p>\n

Are you a senior project manager who just had a request to start a PMO land in their email inbox? If so, follow these suggestions to quick-start your winning PMO proposal.<\/p>\n

Who do you have to sell the idea to<\/strong><\/p>\n

Find out who are the key decision-makers and any other people who influence them.\u00a0 This is the audience to whom you have to sell.<\/p>\n

Interview them<\/strong><\/p>\n

What main issues are they trying to solve?\u00a0 Their goals and objectives?\u00a0 Rank the issues and goals.\u00a0 Find out where they currently are and where they want to go.\u00a0 Ask questions that can lead to other questions and cannot be answered with a ‘yes’ or ‘no.’\u00a0 Employ active listening techniques.<\/p>\n

Separate the wheat from the chaff<\/strong><\/p>\n

Some people will already be sold on the concept; others will not.\u00a0 Spend more of your time\/effort on the naysayers.\u00a0 Elicit their concerns. Put yourself in their shoes and try to envison a solution that takes their concerns into account.\u00a0 Remember, a chain is only as strong as it’s weakest link.\u00a0 Festering concerns can torpedo the pitch for a PMO or at least hobble its implementation.<\/p>\n

Use the AIDA selling technique<\/strong><\/p>\n

A — get their ‘attention’<\/strong><\/p>\n