Difference between revisions of "Implementing CI - creating the avalanche"
From CitconWiki
Jump to navigationJump to search (New page: =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 ...) |
|||
| (One intermediate revision by the same user not shown) | |||
| Line 13: | Line 13: | ||
* Recognize it is a sales pitch. | * Recognize it is a sales pitch. | ||
** you have to address managers & workers | ** you have to address managers & workers | ||
| − | ** ensuring you address | + | ** ensuring you address ego & ownership. |
** by doing so, you improve odds of long term success. | ** by doing so, you improve odds of long term success. | ||
| Line 21: | Line 21: | ||
** Demonstrate RoI | ** Demonstrate RoI | ||
** Identify what is their Pain ! | ** Identify what is their Pain ! | ||
| − | + | ||
| − | |||
==if this is a sales role....== | ==if this is a sales role....== | ||
* Prospect | * Prospect | ||
* Homework. | * Homework. | ||
| − | * | + | * Identify decision makers |
* Adjust your communication habits | * Adjust your communication habits | ||
* we have to build trust | * we have to build trust | ||
* we have to look at our own image | * 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. | * So. we have "challenges" as IT people, trying to communicate with non. IT staff. | ||
| − | |||
==Summary== | ==Summary== | ||
Latest revision as of 23:46, 26 June 2009
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
