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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

www.RunningToLeadership.com 3 Copyright 2011 - Anthony R. Reed, CPA PC 4

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



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


CPA PC11

ExtraExtraSSN Last Name First Name Ethnic Origin Sex

12



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??



The Way We ThinkThe Way We Think

The Gamesman

by Michael Maccoby

Jungle Fighter

Company Man

Gamesman

Craftsman19




– Requestor

– Department


– Developer Name

– Hours to Fix Problem





– Requestor – Financial Impact

– Department


– Developer Name

– Hours to Fix Problem



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??



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

�

www.RunningToLeadership.com 29 30



31

notnot

Copyright 2011 - Anthony R. Reed, CPA PC

Executive PM LessonsExecutive PM Lessons


Change Your ApproachChange Your Approach


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.



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



Defining ProcessesDefining Processes

Write the steps to

1. Tie the knot on their shoes.

2. Make a hard boiled egg.


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.


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.


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.


CPA PC46

More time for the

person to pursue

bucket list items.


Car SalespersonCar Salesperson


CPA PC48



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



“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

[email protected]

www.RunningToLeadership.com

www.LinkedIn.com/in/anthonyreedcpa57

selling project anthony reed, cpa, pmp bio management · anthony r. reed, cpa, pmp anthony reed,...

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