“Michael Campbell has written the classic survival manual for the project manager.”—Dr. Gary L. Richardson, PMI Professor of Project Management, University of Houston They’re every project manager’s dream assignments—the ones that offer you chances to work directly with senior executives. These opportunities can be launchpads for career success—or lead to misfires that can set you back. It all depends on how well you “speak executive.” Fluency in the motivations and methods of the C-suite is an essential skill for PMs on the rise, but it’s not a natural one. Succeeding with Senior Management is the first and only book out there to correct this critical skill gap. Project managers are innately task-focused and detail-oriented. In contrast, executives are more focused on overall business goals and often impatient with minutia. That mental divide often leads to miscommunication that alienates executives and sabotages projects. That miscommunication is a deal-breaker when you get to the high visibility projects where you simply can’t succeed without engaging the support of senior management. Understanding the environment that senior executives live in often explains their impatience for dwelling on the details, but it is just the beginning of the powerful lessons you’ll learn inside. Project managers who master the tools presented in this book can leverage relationships with sponsors and project champions to become real heroes within their organization by moving senior management to action. Succeeding with Senior Management uses stories from projects at Fortune 500 companies to bring essential lessons to life. This one-of-a-kind book presents game-changing principles and practical steps that every project manager and middle manager will find invaluable. You’ll learn to: • Think like an executive • Prepare the leadership for success • Build relationships and trust • Master executive-effective communication • Use executives’ deputies effectively • Overcome cross-functional issues • Navigate political waters • Engage senior managers on multi-national projects • Handle initiatives that compete with your project • And more. Master the art of managing up and take your career to new heights. G. Michael Campbell, PMP is frequent presenter to sold-out project management audiences who has managed global projects for Fortune 500 executives. He is also the author of The Complete Idiot’s Guide to Project Management and Communication Skills for Project Managers.
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CONTENTS CHAPTER 1: Understanding the Facts of Life for Executives 1 CHAPTER 2: Preparing the Leadership 13 CHAPTER 3: Questions Every Project Manager Really Needs Answered 25 CHAPTER 4: Establishing the Relationship and Managing Up the Organization 35 CHAPTER 5: Working with the Executive Sponsor to Understand the Project 41 CHAPTER 6: Reviewing the Stakeholder Analysis with Your Sponsor 53 CHAPTER 7: Listening Styles and How Using Them Effectively Helps You to Engage an Executive 61 CHAPTER 8: Your Attitude and Its Role in Engaging an Executive 71 CHAPTER 9: Preparing Sponsors for Their Role 79 CHAPTER 10: Clearly Establishing the Communication Channels to Stakeholders 87 CHAPTER 11: Creating Internal and External Communications with the Sponsor 97 CHAPTER 12: Using Deputies of Executives Effectively 109 CHAPTER 13: Executing Risk Mitigation Strategies and Executive Sponsor Support 117 CHAPTER 14: Addressing Scope with the Sponsor 127 CHAPTER 15: Providing Options and Recommendations for Key Decisions 135 CHAPTER 16: Communicating Problems and Issues with the Sponsor 145 CHAPTER 17: Communicating with Operations Using the Sponsor 153 CHAPTER 18: Using the Sponsor to Gain Operations Support 161 CHAPTER 19: Getting Help with Cross-Functional Issues 169 CHAPTER 20: Navigating the Political Waters 179 CHAPTER 21: Engaging Senior Managers When You Have a Multinational, Cross-Cultural Project 189 CHAPTER 22: Handling Competition with Other Initiatives 197 Notes 205 Index 207
G. Michael Campbell, PMP (Houston, TX) has managed many large, global projects involving senior executives. He is the author of The Complete Idiot’s Guide to Project Management and Communication Skills for Project Managers.
