CHAPTER 4
Phase I Findings: Why Is It Difficult to Sell Project Management to Senior Executives?1
This chapter presents key interpretive findings from the first phase of the research project. As established in previous chapters, the primary research question for this phase of the study was “Why is it difficult to sell project management to senior executives?” First, we explored the participants' understanding of project management and identified any gaps that may exist in understanding value and selling/buying project management. This initial step allowed us to identify and examine the process of selling project management and the interaction patterns between the buyer and seller.
Understandings of Project Management and Its Value
A Guide to ...
Get Selling Project Management to Senior Executives: Framing the Moves that Matter now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
