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www.RunningToLeadership.com 9/28/2015
Copyright 2013 by Anthony R. Reed, CPA, PC 1
Selling Project Selling Project
Management Management
Concepts to Concepts to
ExecutivesExecutivesAnthony R. Reed, CPA, PMP
www.RunningToLeadership.com
Anthony Reed, CPA, PMP BioAnthony Reed, CPA, PMP Bio
• 25+ years in IT project management and executive-level positions
• BA’s in mathematics & management
• MBA in management & MS in accounting
• Certified Supply Chain Manager
• Adjunct PM, IT, accounting, and management professor
• Featured in the IT, business, and sports of newspapers and magazines worldwide.
• 50+ published articles and five books.Copyright 2011 - Anthony R. Reed,
CPA PC2
AgendaAgenda
•• Internal ResearchInternal Research
•• Executive & Sponsorship Executive & Sponsorship
ManagementManagement
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Copyright 2011 - Anthony R. Reed, CPA PC 5
So So
What??What??
Comparison of Cost Factors*Comparison of Cost Factors*Method 1**
Cost Factors
Software Cost
Factors
Requirements 1X 1X
Design 8X 5X – 7X
Build 16X 10X – 26X
Test 21X 50X – 177X
Operations 29X 100X – 1000X
6
** Method 1 is based on NASA’s large scale spacecraft (hardware) project
analysis.
* “Error Cost Escalation Through Project Life Cycle” by NASA Johnson
Space Center
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Copyright 2013 by Anthony R. Reed, CPA, PC 2
Copyright 2011 - Anthony R. Reed, CPA PC 7
So So
What??What??8
Production Change Production Change
Control FormControl Form• Dates - Entered & Resolved
• Requestor Information
–Requestor & Department
• Developer Information
–Developer Name
–Hours to Fix Problem
• Problem Descriptionwww.RunningToLeadership.com 9
Root CauseRoot Cause
• Extra
• Missing
• Wrong
Copyright 2011 - Anthony R. Reed,
CPA PC10
ExtraExtraSSN Last Name First Name Ethnic Origin Sex
Copyright 2011 - Anthony R. Reed,
CPA PC11
ExtraExtraSSN Last Name First Name Ethnic Origin Sex
12
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Copyright 2013 by Anthony R. Reed, CPA, PC 3
MissingMissingLast Name First Name Ethnic Origin Sex
13
MissingMissingLast
Name
First Name Ethnic
Origin
Sex Age
WrongWrongLast
Name
First Name Ethnic
Origin
Sex Age
01/01/55
1986 Root Cause 1986 Root Cause
ResultsResults• Extra
• Missing
• Wrong
2011 LinkedIn Survey2011 LinkedIn Survey
Root Cause Results
Extra 3.7%
Missing 79.6%
Wrong 16.7%
17 Copyright 2011 - Anthony R. Reed, CPA PC 18
So So
What??What??
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The Way We ThinkThe Way We Think
The Gamesman
by Michael Maccoby
Jungle Fighter
Company Man
Gamesman
Craftsman19
Production Change Production Change
Control FormControl Form• Dates - Entered & Resolved
• Requestor Information
– Requestor
– Department
• Developer Information
– Developer Name
– Hours to Fix Problem
• Problem Descriptionwww.RunningToLeadership.com 20
Production Change Production Change
Control FormControl Form• Dates - Entered & Resolved
• Requestor Information
– Requestor – Financial Impact
– Department
• Developer Information
– Developer Name
– Hours to Fix Problem
• Problem Descriptionwww.RunningToLeadership.com 21
Production Change Production Change
Control FormControl Form• Requestor – Financial Impact
–Hours Lost times Hourly Rate
–Lost Opportunity Costs
• Hours to Fix Problem
–Hours times IT Hourly Rate
www.RunningToLeadership.com 22
Analysis SummaryAnalysis SummaryAs a direct result of incomplete busi-
ness requirements, we spent a total of
X thousands of hours or $Y million cor-
recting errors, which impacted our
business by $Z million.
Going forward, I’d recommend that we
change the way of gathering business
requirements to save $Z million.23 Copyright 2011 - Anthony R. Reed, CPA PC 24
So So
What??What??
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Copyright 2013 by Anthony R. Reed, CPA, PC 5
25
StereotypingStereotyping
“Cold” “Cold” or or “Cool”“Cool”• What do people think when they
see you?
• What do you want them to think?
• Can you change their perceptions?
“Cold” “Cold” or or ““CoolCool””Freelance Photographer
Dancer
Athlete
Racecar Driver
Rodeo Rider
Offers Relief
Motivator
Project Manager
CPA/Accountant
Mathematician
IT Professional
Stressful
De-Motivator
Sell the individual, then sell the product.
The Way We ThinkThe Way We Think
The Gamesman
by Michael Maccoby
Jungle Fighter
Company Man
Gamesman
Craftsman28
Craftsman MentalityCraftsman Mentality
SPECIFICATIONS TI99 TRS80 Com 64
Processing speed �
Internal Storage �
Color monitor �
Num. of keyboard
keys
�
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Copyright 2013 by Anthony R. Reed, CPA, PC 6
31
notnot
Copyright 2011 - Anthony R. Reed, CPA PC
Executive PM LessonsExecutive PM Lessons
www.RunningToLeadership.com 32
Change Your ApproachChange Your Approach
Copyright 2011 - Anthony R. Reed,
CPA PC33
“Flanking” Project Manager
“In Your Face” Project Manager
Stakeholder
The Way They ThinkThe Way They Think
Wait: The Art and Science of
Delay
by Frank Partnoy
Blink: The Power of Thinking
Without Thinking
by Malcolm GladwellCopyright 2011 - Anthony R. Reed,
CPA PC34
Transfer of LearningTransfer of Learning
IT
Systems
Methodology
Management says…..Management says…..
This is a
three-month
project.
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Copyright 2013 by Anthony R. Reed, CPA, PC 7
Selecting the move-in date
before the house is
designed.
This is like…This is like… Management says…..Management says…..
Let’s get started
right away. We’ll
make changes as
we go along.
Changing the
floor plans after
the foundation
is poured.
This is like…This is like… Management says…..Management says…..
Don’t sweat
the small stuff.
This is like…This is like… Transfer of LearningTransfer of Learning
42
Defining
Business
Processes
Everyday
Activities
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Copyright 2013 by Anthony R. Reed, CPA, PC 8
Defining ProcessesDefining Processes
Write the steps to
1. Tie the knot on their shoes.
2. Make a hard boiled egg.
Copyright 2011 - Anthony R. Reed,
CPA PC43
eHow.com DirectionseHow.com Directions1. Hold one end of each shoelace in each hand.
2. Cross them, making an X.
3. Pass one end of the shoelace under the other.
4. Pull tight.
5. Fold one shoelace in half while holding laces taut.
6. Wrap the other end around the folded end.
7. Grasp it in the middle after pulling it around the folded end.
8. Bend it into a flat loop and pull through, making a bow.
Copyright 2011 - Anthony R. Reed,
CPA PC44
eHow.com DirectionseHow.com Directions1. Put water in saucepan and bring to a boil.
Use enough water that eggs will be covered when added.
2. Add eggs to boiling water & immediately lower the burner temperature so the water is merely simmering, not boiling.
3. Cook eggs for 12 to 15 minutes.
4. Drain out hot water. Run cold water over eggs for about a minute after the timer goes off and let them soak a bit to cool off.
Copyright 2011 - Anthony R. Reed,
CPA PC45
Lessons LearnedLessons Learned
• Everyone ties their shoes and boils eggs.
• No two people will write the directions
the same way (and agree on them).
• It may take longer to write the
instructions than it does to perform the
task.
Copyright 2011 - Anthony R. Reed,
CPA PC46
More time for the
person to pursue
bucket list items.
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Car SalespersonCar Salesperson
Copyright 2011 - Anthony R. Reed,
CPA PC48
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Copyright 2013 by Anthony R. Reed, CPA, PC 9
Quick StudyQuick Study
• Do you have this problem?
• Are you tired of your projects
being late, over budget, and
never satisfying your
requirements?
• May I have your permission to
solve the problem?
49
Narcissists & RealityNarcissists & Reality The Face of a NarcissistThe Face of a Narcissist
Mommy, I’m sorry you’re tired.
Just kidding.
I DON’T CARE!!!!www.RunningToLeadership.com 53
“7 Deadly Sins of “7 Deadly Sins of
Narcissism”Narcissism”1. Shamelessness
2. Magical Thinking/Reality Distortion
3. Arrogance
4. Envy
5. Entitlement
6. Exploitation
7. Bad Boundaries
www.RunningToLeadership.com 9/28/2015
Copyright 2013 by Anthony R. Reed, CPA, PC 10
“Guidelines for Survival with “Guidelines for Survival with
a Narcissist in Power”a Narcissist in Power”
Strategy 1: Know Yourself
Strategy 2: Embrace Reality
Strategy 3: Set Boundaries
Strategy 4: Cultivate Reciprocal
Relationships
Transfer of LearningTransfer of Learning
Executive
Narcissist +
The Finish Line!!!
Anthony Reed, CPA, PMP
www.RunningToLeadership.com
www.LinkedIn.com/in/anthonyreedcpa57