power of saying no (by kw3 consulting)

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www.kw3consulting.com The Power of Saying No December 11, 2014 Kirk Williams

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Page 1: Power of Saying No (By KW3 Consulting)

www.kw3consulting.com

The Power of Saying No

December 11, 2014

Kirk Williams

Page 2: Power of Saying No (By KW3 Consulting)

How many times do we know when projects are going to FAIL?

The Challenge – How do we say NO when we need to and still make the right impact?

Today, we will talk about 4 strategies to help you with this.

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The Challenge

Only 9% of organizations successfully execute

initiatives to deliver strategic results*

Consequently, only 56% of strategic initiatives meet

their original goals and business intent*

* Source: PMI’s The High Cost of Low Performance 2014 Report

Page 3: Power of Saying No (By KW3 Consulting)

Logistics For Today’s Call

• The call is being recorded

• The recording and copies of slides will be made available at the

conclusion of the call

• We will have two poll questions, so be ready to answer

• Please enter your questions in the chat box at any time

• Tweet your comments during the call - #projectleadership

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Page 4: Power of Saying No (By KW3 Consulting)

Kirk Williams

• Founder & CEO - KW3 Consulting

• Management Consultant for 18 years

• Worked for Accenture Consulting for 13 years

• Started KW3 Consulting 5 years ago

• Managed multi-million dollar business and technology transformation initiatives

• Consulted with small, large and Fortune 500 companies. Some include Wells Fargo, Cisco, JPMorgan Chase, Callaway Golf

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Page 5: Power of Saying No (By KW3 Consulting)

Today’s Discussion

Why Projects

Fail

Why Aren’t We Saying No

Strategies For Saying

No

Case Studies

Key Takeaways

& Wrap-Up

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Page 6: Power of Saying No (By KW3 Consulting)

Poll #1

Why Do Most Projects Fail?

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Page 7: Power of Saying No (By KW3 Consulting)

Why Most Projects Fail?

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Senior Leadership Expectations Are Less Reasonable

Lack of Program Planning

Hard to decipher "reality" vs. perception

Lack of critical decision making

Too focused on managing the

“Gantt chart” vs. “Forest Thru Trees”

“Shiny Objects” are distracting

Page 8: Power of Saying No (By KW3 Consulting)

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Shiny Objects Are Distracting

Page 9: Power of Saying No (By KW3 Consulting)

Why Aren’t We Saying No?

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• Job Security

• Fear of going “against the norm”

• We don’t have all the facts

• Concerned about reputation

• Distracted by “shiny objects”

Page 10: Power of Saying No (By KW3 Consulting)

Strategies For Saying “No”

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InstinctSoft Skills

& Facts

It is a BALANCING ACT!!

Page 11: Power of Saying No (By KW3 Consulting)

BE CONFIDENT

• You have to say NO with confidence

• Have to build REPPORT and TRUST

• Folks have to believe that your primary objective is the success of the

project

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Instinct

Page 12: Power of Saying No (By KW3 Consulting)

FOLLOW YOUR GUT

• We all have it – the “internal” barometer

• We know what does and doesn’t feel right

• Follow it!

• There are times where we have to show leadership and “break the norm”

to get your point across.

• Don’t get blind sided by the shiny objects

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Instinct

Page 13: Power of Saying No (By KW3 Consulting)

BUILD RAPPORT WITH SENIOR LEADERS

• You have to build “great” rapport with Senior Leadership in

order for them to listen to you.

• When it comes time for the “tough” conversations, they are

willing to listen and “take it all in”

• Have to understand what’s important to them

• Senior Leaders want to feel like you hear and understand them

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Soft Skills and Facts

Page 14: Power of Saying No (By KW3 Consulting)

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• Interview Senior Leaders

• Understand what’s important to them and their concerns

• Get a clear understanding of their current disposition

• A way to build rapport and trust!

Soft Skills and Facts

BUILD RAPPORT WITH SENIOR LEADERSTechnique – Stakeholder Commitment Process

Page 15: Power of Saying No (By KW3 Consulting)

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Soft Skills and Facts

• Stakeholder Commitment Curve Details Summary

• Detail Notes and Actions Required

BUILD RAPPORT WITH SENIOR LEADERSTechnique – Stakeholder Commitment Process

Page 16: Power of Saying No (By KW3 Consulting)

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• People will listen to you when you build good rapport and present the facts

• Begin with the end in mind - Know What Leadership Wants

• Putting status in terms that Executives understand

• Easily identify issues and risk areas

• Be consistent

Soft Skills and Facts

LEAD WITH FACTS

Page 17: Power of Saying No (By KW3 Consulting)

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Soft Skills and Facts

LEAD WITH FACTSTechnique – Executive Status Dashboard

Page 18: Power of Saying No (By KW3 Consulting)

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Soft Skills and Facts

LEAD WITH FACTSTechnique – Executive Status Dashboard

Page 19: Power of Saying No (By KW3 Consulting)

USE TRADE-OFF SCENARIOS

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• Timeline is tough to meet

• Need alternatives to keep the schedule and still deliver

• Helps with consensus building

Soft Skills and Facts

Page 20: Power of Saying No (By KW3 Consulting)

• 3 Options

• Various scope options

• Pros and cons for each option

• Dependencies

# Option Revised Delivery Date Pros Cons Dependencies Recommend (Y/N)

Soft Skills

USE TRADE-OFF SCENARIOSTechnique – Trade-off Scenario Template

Page 21: Power of Saying No (By KW3 Consulting)

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• Visual Option

• Resource Implications

• Proposed timeline

• Scope adjustments

Soft Skills

USE TRADE-OFF SCENARIOSTechnique – Trade-Off Scenario Template

Page 22: Power of Saying No (By KW3 Consulting)

Strategies For Saying “No”

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InstinctSoft Skills

& Facts

It is a BALANCING ACT!!

Page 23: Power of Saying No (By KW3 Consulting)

Poll #2

Based on what we talked about, what strategy do you think is most helpful for

you in your situation?

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Page 24: Power of Saying No (By KW3 Consulting)

Case Study #1 – Didn’t Say NO

Client and Project

A national banking institution

Multi-year cross-line of business and technology

transformation project

Challenges Faced

Client spent $100M+ and minimal results

to show

Team came in to get project on track

Said what they wanted to hear and kept the

project moving

Lessons Learned and Conclusion

In retrospect, needed to say “NO”, stop and re-

baseline

Project continued to cripple along and team

was eventually downsized

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Page 25: Power of Saying No (By KW3 Consulting)

Case Study #2 – Did Say No

Client and Project

A regional financial services company

A business intelligence project CFO reporting

CEO was very bullish to get this done on time

Put “shiny object” in front of us to incent us

Challenges Faced

Tight deadlines with dependencies on other

projects

Dependencies were causing project to slip

CEO would “blow a gasket” for project

slippage

Lessons Learned and Conclusion

Did the right thing and said No

Built trust with Senior Leaders

Always led with facts

Used trade-off scenarios to make project successful

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Page 26: Power of Saying No (By KW3 Consulting)

Key Takeaways

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Be Confident

Follow Your “Gut”

Use Tradeoff

Scenarios

Keep Leaders engaged

Lead With Facts

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Page 28: Power of Saying No (By KW3 Consulting)

Off The Gantt Training Series:Improving Executive Level Status Reporting Workshop

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During this workshop, we will cover the

following:

• Elements of an effective executive status

report

• Key areas that Senior Leadership care about

• Hands-on review of status reporting templates

• Hands-on review of stakeholder commitment

techniques

• How to effectively deliver status

Friday, December 19th

8:30am – 12:00pm PST

Downtown Los Angeles

Email [email protected]

FOR MORE DETAILS AND CHECK OUT OUR WEBSITE

Page 29: Power of Saying No (By KW3 Consulting)

Next Webinar

• Thursday, January 29th

• Topic: Innovation – Moving From Strategy to Execution

• Stay tuned for more details….

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