Project Management 411

Choosing the Right PMO Vision: 4. Value Assessment- Why Value Selling it is Essential

by Bob Turek on November 18th, 2007

Up to now we have been dealing with convincing (value selling) executives on the value of a PMO. The value assessment gives you a chance to “sell” the PMO to the organization and verify the value that was discussed in the visioning/modeling discussions. The marketing to the organization is extremely important to the PMO’s success and must continue long after the value assessment is performed.

I should repeat the selling processes involved here:

1. Sell the doing of the value assessment to executives.

2. Sell the PMO to the organization using the value assessment.

We will cover value selling principles in another series of posts later in the month. For a preview take a look at my book Value Selling Business Solutions: For Everyone from Project Managers to Sales. It goes over how to sell a large project to C-level executives- the first step is to realize that you are NOT selling a large project initially, you are selling a value assessment for a large project. For now simply understand that value selling is essential to a PMO’s success.

Value selling of executives, their direct reports and the “do-ers” of the organization is a carefully orchestrated process that can yield strong advocates throughout the organization for the new PMO BEFORE the PMO implementation starts. The value assessment process will allow the organization to “own” value specific to the organization- up to now the value spoken of was mostly about other company’s results. The value assessment will give the organization a chance to test whether it can achieve the same type of value. Value selling processes can become an invaluable part of the PMO as it becomes the best of the best. Being the best of the best requires innovation. Innovation requires projects. Projects need to be value sold to a governance board consisting of key C-level executives. Bottom line- value selling is a crucial skill of a best of the best PMO.

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POSTED IN: Best of the Best Practices, Choosing the Right PMO Vision, PMOs and Portfolio Management, Value Selling Projects