5 Keys To Sell IT Projects To The Business Effectively - InformationWeek

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IoT
IoT
DevOps // Project Management
News
10/4/2016
07:06 AM

5 Keys To Sell IT Projects To The Business Effectively

Before you can build an IT project, you have to get funding and support from the business side of your organization. Here are five tips that can help you get your plans green-lit by the executive committee.
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Tell A Story

The hardest thing about teaching someone to write is conveying that a collection of facts does not a story make. You can have a really impressive list of facts, but no matter how long or thorough, it's still not a story.

For a story, you need a beginning, a middle, and an end. For a story, you need at least one protagonist, an obstacle to overcome, the process of overcoming the obstacle, and a resolution. When you can weave your facts into that framework, then you can start to have a presentation that launches a project.

Let's look at this from the internal sales perspective. Your protagonist is the population that is currently dealing with an obstacle that must be overcome. Perhaps the obstacle is poor productivity, perhaps it's a bad customer experience -- whatever it is, it lies between your protagonist and a wonderful future. Now, you introduce the idea of how that obstacle will be overcome, and you wrap up the story with a conclusion built around a successful project.

The key is to present your facts in a story framework. Don't just lay out facts and assume that your audience will draw the conclusion you want. Use the story to guide them through the facts so that your conclusion is the logical end to the story. Do that, and you'll find your facts more compelling and your story more successful when it comes to getting support for the project at hand.

(Image: cincila/iStockPhoto)

Tell A Story

The hardest thing about teaching someone to write is conveying that a collection of facts does not a story make. You can have a really impressive list of facts, but no matter how long or thorough, it's still not a story.

For a story, you need a beginning, a middle, and an end. For a story, you need at least one protagonist, an obstacle to overcome, the process of overcoming the obstacle, and a resolution. When you can weave your facts into that framework, then you can start to have a presentation that launches a project.

Let's look at this from the internal sales perspective. Your protagonist is the population that is currently dealing with an obstacle that must be overcome. Perhaps the obstacle is poor productivity, perhaps it's a bad customer experience -- whatever it is, it lies between your protagonist and a wonderful future. Now, you introduce the idea of how that obstacle will be overcome, and you wrap up the story with a conclusion built around a successful project.

The key is to present your facts in a story framework. Don't just lay out facts and assume that your audience will draw the conclusion you want. Use the story to guide them through the facts so that your conclusion is the logical end to the story. Do that, and you'll find your facts more compelling and your story more successful when it comes to getting support for the project at hand.

(Image: cincila/iStockPhoto)

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ramkry
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ramkry,
User Rank: Apprentice
10/18/2016 | 7:27:53 AM
Aligning IT with Business
IT is only the enabler of business processes and as such the business owns the IT which enables and supports it. IT projects must align with the business priorities and objectives and as such preparing a project roadmap makes good sense. Roadmaps indicates business leadership on a timely manner, the schedule of the various IT projects that will be implemented for the year.

Identifying the current challenges of the business environment and how IT can bridge those gaps can be a good way in effectively selling the IT projects.

Cheers, Ramkumar

 
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