Implementing CI - creating the avalanche

Session 3 -Implementing Cl -Creating the avalanche

The problem

• Challenge is to successfully implement CI and get everyone on board with it.
• Change management.
• Recognize who you are trying to get on board
• Depends if you are internal or external
  • internal - you here legitimacy, but have to overcome politics
  • external - sometimes easier for management to accept what you are saying as they are paying for the privilege. (eg consultant)

The Solution

• Recognize it is a sales pitch.
  • you have to address managers & workers
  • ensuring you address ego & ownership.
  • by doing so, you improve odds of long term success.

• what do management want?
  • not just $ or Quality
  • reduced risk!
  • Demonstrate RoI
  • Identify what is their Pain !

if this is a sales role....

• Prospect
• Homework.
• Identify decision makers
• Adjust your communication habits
• we have to build trust
• we have to look at our own image
• importance of others perception of us. The sale is about the buyer liking us.
• So. we have "challenges" as IT people, trying to communicate with non. IT staff.

Summary

• while we may know that the Tool / Approach / Technique is the best thing to do, we have to sell its benefits to others, not in terms of cool specs / latest IT fad / bleeding edge technology but because it will Reduce costs / Make Maintenance easier / Improve Quality

etc etc.

• Sell

• Know your audience - addressing their ego/ownership

• Answer problem about improving RoI
• Answer problem about reducing risk
• Improve our people skills
  • Habit
  • Image
  • Perception