Selling the Plan
So many project managers make the mistake of blindly accepting the end date given for a project. This is the key reason that many projects fail in the planning process. What many project managers don't know is that the date the sponsor gives is like the opening bid of an auction in which you are the seller. If the opening bid is more than what you were asking for, then you take the deal. If it is less, the negotiation is on. You begin to explain the value of the item, the future worth, the effort it took to create it, and discuss a new figure. In the end, you agree on a price and make the transaction.
The same is true with project end dates. There are some times that the end date is fixed due to a market date, regulatory issue, or mandated date. For example, planning the project that will produce
Whatever the case may be, you have selected a team, created a plan, linked the tasks, received estimates, and documented all decisions. The output of all of this work is the time in which you and your team think the project can be done. Just like the auction, if the date you planned is before the date expected, you are ready to get to work. If the date you had in mind is later, then you need to start selling your plan to the sponsor.
Are there requirements that should be removed from the project?
Will we need more money to get additional resources or materials to speed up the project?
What will it take to complete the project earlier?
You will be surprised how many mandated dates are changed when the plans are presented and reasoning is given. Many of these dates just sounded good or were a goal in mind when the project was started. When you come back and validate your reason for changing the date, it then becomes reality.
Whatever the case, sell, sell, sell. Remember the team member who is wondering how all this planning is going to benefit him? Right here is where it matters. A sponsor said, “I want this in this time frame.” Your team said, “We can do it in this time frame.” It is up to you to close the gap. If the gap is closed properly, the team will get the time needed for the project. Late hours and weekend work will not be necessary.
