{"id":308,"date":"2020-11-25T08:35:00","date_gmt":"2020-11-25T13:35:00","guid":{"rendered":"https:\/\/projectmanagementacademy.net\/resources\/?p=308"},"modified":"2026-01-07T14:02:29","modified_gmt":"2026-01-07T19:02:29","slug":"it-is-harder-to-sell-when-times-get-tough","status":"publish","type":"post","link":"https:\/\/projectmanagementacademy.net\/resources\/blog\/it-is-harder-to-sell-when-times-get-tough\/","title":{"rendered":"It Is Harder to Sell Stakeholders When Times Get Tough!"},"content":{"rendered":"\n<p>While there are many cases where we might have to use our powers of influence and persuasion to sell stakeholders on supporting what we feel is the right thing, I thought I\u2019d share three specific examples which might be a much harder sell than usual.<\/p>\n\n\n\n<!--more-->\n\n\n\n<p>While Fred Brooks wrote that \u201c<em>Adding manpower to a late software project makes it later<\/em>\u201d in his book, The Mythical Man-Month, in most cases this applies to any industry or domain.<\/p>\n\n\n\n<p><img decoding=\"async\" width=\"300\" style=\"width: 300px; float: right; margin: 0px 0px 10px 10px;\" src=\"https:\/\/f.hubspotusercontent40.net\/hubfs\/3294842\/Fixing%20a%20Troubled%20Project%20cropped.jpg\" alt=\"Fixing a Troubled Project cropped\">Does it always hold true? Not if the project just got started and there\u2019s sufficient time before a key milestone to make up for the onboarding costs of adding team members. It also won\u2019t apply if your project was understaffed from the beginning and by adding team members you will bring staffing up to an optimal level.<\/p>\n\n\n\n<p>But in many cases, the recognition that a project is critically late and sufficient motivation to take action occurs late enough in the life of the project that the Law does apply.<\/p>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-1 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n\n\t\t\t\t\t<script>\n\t\t\t\t\t\thbspt.enqueueForm({\n\t\t\t\t\t\t\tportalId: 3294842,\n\t\t\t\t\t\t\tformId: \"4091cf73-280a-4cd8-be87-aec72cada392\",\n\t\t\t\t\t\t\ttarget: \"#hbspt-form-1776535263000-0939100062\",\n\t\t\t\t\t\t\tregion: \"na1\",\n\t\t\t\t\t\t\t\n\t\t\t\t\t\t});\n\t\t\t\t\t<\/script>\n\t\t\t\t\t<div class=\"hbspt-form\" id=\"hbspt-form-1776535263000-0939100062\"><\/div>\n<\/div>\n<\/div>\n\n\n\n<p>But try convincing a customer or sponsor that throwing more people at the problem isn\u2019t the right thing to do? It is, after all, the second easiest way for senior stakeholders to demonstrate that they are doing \u201csomething\u201d to help out (the first being to replace the project manager whether or not they were responsible for the delays!). Reducing scope might be a much safer approach, but if the choice is to give something up or add team members to get what they had originally asked for, stakeholders are likely to push for the latter.<\/p>\n\n\n\n<hr class=\"wp-block-separator is-style-wide\"\/>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\">\n<p class=\"has-text-align-center has-medium-font-size\"><strong>Studying for the PMP Exam?<\/strong><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-buttons is-horizontal is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-1 wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button has-custom-width wp-block-button__width-100 is-style-fill\"><a class=\"wp-block-button__link has-white-color has-text-color has-background\" href=\"https:\/\/projectmanagementacademy.net\/free-pmp-questions\" style=\"border-radius:2px;background-color:#366194\" target=\"_blank\" rel=\"noreferrer noopener\">PMP Practice Questions<\/a><\/div>\n<\/div>\n\n\n\n<div style=\"height:8px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator is-style-wide\"\/>\n\n\n\n<p>Which leads to my second example \u2013 project sunk costs. If I had received a dollar for every time I heard a senior stakeholder exclaim \u201cWell we\u2019ve spent $X so far on the project, so it doesn\u2019t make sense to pull the plug now\u201d, I would be a rich man. I\u2019ve even run across some project finance analysts who are well trained in the correct treatment of sunk costs to be guilty of this sin.<\/p>\n\n\n\n<p><img decoding=\"async\" style=\"width: 300px; float: left; margin: 0px 10px 10px 0px;\" src=\"https:\/\/f.hubspotusercontent40.net\/hubfs\/3294842\/Six%20Sigma%20Belts%20Explained%20cropped.jpg\" alt=\"Six Sigma Belts Explained cropped\" width=\"300\">As a project manager, your responsibility is not to deliver the project, damn the consequences. It is to increase the odds that the expected business outcomes can be achieved through your project\u2019s delivery and if this is no longer possible, to convince decision-makers that the best action they take might be to cancel the project to avoid throwing further good money after bad.<\/p>\n\n\n\n<p>Finally, let\u2019s consider changes. When a change is identified, the usual expectation is to request our team members to analyze it so that decision makers can decide whether to accept it or not.<\/p>\n\n\n\n<p>But what happens when the project is late and you\u2019d like your team members to remain focused on delivering the approved scope? In such cases, it might make more sense to have someone (you, the sponsor, or the customer) filter all change requests before the team even looks at them to ensure that only \u201cmust do\u201d changes get analyzed.<\/p>\n\n\n\n<p>But if your stakeholders have become accustomed to the normal approach, this might be a hard sell.<\/p>\n\n\n\n<p>Good judgment is a key trait for project managers. But merely possessing good judgment is useless unless we are able to convince others of the merit of what we are proposing so that they accept our recommendations. And when projects are in trouble, this might get harder than usual.<\/p>\n\n\n\n<div style=\"height:45px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p style=\"font-size:25px\"><strong>Upcoming PMP Certification Training &#8211; Live &amp; Online Classes<\/strong><\/p>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\"><table class=\"table table-striped table-bordered table-responsive-sm font-md mt-5 mb-0 d-none d-md-table\"><tr><td>Name<\/td><td>Date<\/td><td>Place<\/td><td><\/td><\/tr><\/table>\n<\/div><\/div>\n\n\n\n<p><\/p>\n<\/div><\/div>\n\n\n\n<div style=\"height:45px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator is-style-wide\"\/>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong><em>To read more articles by Kiron Bondale, visit his&nbsp;<a href=\"https:\/\/kbondale.wordpress.com\/\" rel=\" noopener\">blog<\/a>.<\/em><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>While there are many cases where we might have to use our powers of influence and persuasion to sell stakeholders on supporting what we feel is the right thing, I thought I\u2019d share three specific examples which might be a much harder sell than usual.<\/p>\n","protected":false},"author":1,"featured_media":1355,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[6,4],"tags":[],"class_list":["post-308","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-agile","category-project-management"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>It Is Harder to Sell Stakeholders When Times Get Tough! 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