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Selling project management to senior executives: the case for avoiding crisis sales?

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2002 PMJ selling PM to senior executives.pdf (1.881Mb)
Author
Thomas, J
Delisle, C
Jugdev, Kam
Buckle, P.
Accessioned
2007-01-29T23:58:48Z
Available
2007-01-29T23:58:48Z
Issued
2002-06
Other
executives
value added
selling services
Subject
Engineering
Project Management
Type
journal article
Metadata
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Abstract
Worldwide, project management is gaining acceptance as a business competency for many organizations. On one hand, it is noted that there is a growing interest in the use of elements of project management in virtually every segment of every industry. On the other hand, long-term investment in project management remains a tough sell at the executive level. Knowing that the lack of senior management support is consistently identified as a key factor in failed projects, this disconnect is a growing concern for practitioners. This paper presents the preliminary results of the first phase of a research project designed to develop an understanding of the reasons for this conundrum.
Refereed
Yes
Corporate
University of Calgary
Faculty
Engineering
Publisher
Project Management Institute
Doi
http://dx.doi.org/10.11575/PRISM/30198
Uri
http://hdl.handle.net/1880/44254
Collections
  • Schulich School of Engineering Research & Publications

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