Project Management Games, Six Sigma, Business Word Games and Puzzles

Is this a PM Responsibility? By Keith A. Thomas, MBA, PMP

I recently attended a 2-day project management course at a well-known Florida University. The course was focused on global project management and the skills, tools, and techniques required by the project manager to be successful in the global environment. While I found the presentation to be very insightful and informative, I disagreed with one particular notion in the presentation, which suggested it is the responsibility of the project manager to "sell the project idea".

I was a little taken back by that assertion and declared to the professor that I was definitely not in agreement with that statement. On the surface, it does seem like a very plausible and productive performance expectation ... "sell the project idea". Not at all surprising, my classmates all concurred with the written assertion. However, while it may seem like an attractive thought, I could not grasp that concept as being a responsibility of the project manager.

The Process Flow
The initial problem or opportunity originates with a business need or enhancement requirement. It is subsequently, the responsibility of the project manager, after the case as been sold, approved, and assigned, to realize successful "delivery" of the proposed solution to satisfy the business need.

Project management is no different from any other strategic operations function, which has specific roles and responsibilities. The "Selling" of the product idea should take place way before the execution of the project and "Delivery" of the product. This "sales" pitch should initiate during the pre-initiation stages by the business owner through a Business Case with the assistance of a Business Analyst, or any subject matter expert familiar with the existing problem or opportunity. The idea must be sold to, and bought by management of the performing organization and justified as being in alignment with organizational goals, strategic objectives, cost, and profitability (usually ROI or some other financial qualifier).

Once the proposed solution (i.e. "The idea" ) is sold to management, it is later underscored and supported by the initial scope statement and high-level business requirements gathered by the Business Analyst. However, the scope statement does not represent the sale of the project idea; rather, it defines the scope, boundaries, and constraints within which the project should operate to sucessfully deliver the project idea, or solution. In essence, it is a feasibility study.

Maybe, the presentation should not have implied that the PM should "sell the project idea". Maybe the message should have been that the project manager must continuously motivate the project team and instill in other stakeholders the importance of delivering a successful project. It is important to note that the project manager also has the obligation to recommend the termination of a project prematurely, if it is considered gravely outside acceptance criteria anytime during the project life cycle.

Changing Landscape
Consider this! Organizations are now slowly but surely moving towards an agile approach to project management. SCRUM, for example, does not have the role of project manager. So here, the PM could not, by any stretch of the imagination "sell the project idea". Self-directed project team members are in total control of project activities and deliverables. The SCRUM Master does not "sell the project idea". She only facilitates the project team. It is the Product Owner (the voice of the customer) who initiates the "idea", justifies it through a business case, and subsequently presents Sprint activities to the project team through user stories.

In Conclusion
The responsibilities of the project manager are very clear in the linear, iterative, and adaptive PMLC approaches:
[1] Product development and delivery through project implementation and deployment.
[2] Lead the project team by instilling motivation through continuous effective communication and best practices.
No more selling...please!

For more information on project management roles and responsibilities, please see related discussions in the archives on this website. Cherrio!

PM - Selling the Project Idea