1. Gaining Support for Your Projects Leslie Martinich

2. 05 Julho 2007Leslie Martinich2 Gaining Support: Overview Recognize who the stakeholders are Build an effective network of support Understand the stakeholders’ values and priorities Construct a Communications Plan Engage your stakeholders

3. 05 Julho 2007Leslie Martinich3 Building an Effective Network Who are your stakeholders? What are their values and priorities? How do you get things done through others? When and how do you establish relationships?

4. 05 Julho 2007Leslie Martinich4 Consider YOUR Project Who will gain or lose from this project? ______________________________________ Whose time or resources are needed? ______________________________________ Who has power in the organization? ______________________________________ Which employees, customers or suppliers will be affected by this project? ______________________________________

5. 05 Julho 2007Leslie Martinich5 Involving the Stakeholders Consider the needs of each of the stakeholders you identified Try to see the project from their point of view Find the benefit to each stakeholder

6. 05 Julho 2007Leslie Martinich6 Responsibilities of Engineering Leaders Building effective communications skills is the most important factor in your success as an engineering manager or project leader. Engineering Skills Communication Skills Time

7. 05 Julho 2007Leslie Martinich7 Tailoring communications to your audience What is important to YOU? What is important to YOUR AUDIENCE? –What’s In it For Me? WIFM

8. 05 Julho 2007Leslie Martinich8 Tailoring communications Build on your relationship Use inclusive language (we, us, our) Open with a mention of common goals

9. 05 Julho 2007Leslie Martinich9 Questions for Communications Planning Change. How does this project represent a change for the person? Goals. What are this person’s goals and objectives? Fears. What fears does this project present for this person? Communication preferences. Does this person prefer big picture, face-to-face meetings? Or lots of data and time to mull it over?

10. 05 Julho 2007Leslie Martinich10 More Questions Needs. What are your needs with regard to this person? Do you need cooperation, resources, commitment, or an understanding of how this project fits into this person’s plans for the company? Shared interests. What areas of common interest do you share with this person? Format and feedback mode. What format will your communication take and how will you get feedback?

11. 05 Julho 2007Leslie Martinich11 Communications Plan Process –Identify stakeholders –Construct Communication Plan –Execute Put your communications plan into action. Keep your commitments

12. 05 Julho 2007Leslie Martinich12 Communications Plan Change Goals Fears Communi- cation Preference A BCD

13. 05 Julho 2007Leslie Martinich13 Communications Plan Needs Shared Interests Format Feedback Mode A BCD

14. 05 Julho 2007Leslie Martinich14 Listening to Understand Challenge to leaders –Allow people to speak the truth –Be able to hear the truth Blocks –Arrogance –Indifference –Threat –Emotional attachment to your own ideas

15. 05 Julho 2007Leslie Martinich15 Gaining Support Steps –Mobilize support –Find common ground –Negotiate –Make decisions that include Technical factors Business factors People –Deliver intermediate results

16. 05 Julho 2007Leslie Martinich16 Questions? Leslie Martinich lmartinich@ieee.org leslie@competitivefocus.com THANK YOU!