how to get buy-in and deal with push back
Post on 17-Oct-2014
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Presentation I made at Silicon Valley Product Camp 2013.TRANSCRIPT
Poornima Vijayashanker, @poornima, [email protected] & Founder,
HOW TO GET BUY-IN AND DEAL WITH PUSH BACK
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INTRODUCTION
‣ Duke University - Electrical Engineer & Computer Science
‣ R&D Engineer @ Synopsys
‣ Founding Engineer @ Mint.com
‣ CEO & Founder BizeeBee
‣ Founder of Femgineer
POORNIMA VIJAYASHANKER 2
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AGENDA
‣ Life of a Product Manager
‣ How to Effectively Deal with Push Back
‣ How to Get Buy-In
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HOW TO GET BUY-IN AND DEAL WITH PUSH BACK
Life of a product manager...
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PRODUCT DEVELOPMENT 5
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Innovate No authority...Coordinate
Product Manager
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Employees
Management
Product Manager
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Goal is to give PMs strategies for dealing with push back & methods for getting buy-in.
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Use to improve process and build innovative products.
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SOME NECESSARY CONDITIONS‣ Pulse on Customer
‣ adoption, engagement, retention, and monetization
‣ Understand business goals‣ if unclear, push to have priorities
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‣ consensus building.
‣ assuming that the strategies will work overnight anywhere!
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FOCUS ISN’THOW TO GET BUY-IN AND DEAL WITH PUSH BACK
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Your goal is to be free to have your ideas heard, adopted, and put a process in place to build innovative products.
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Supplemental Reading: How Am I Going To Move My Product Forward Today?13
PUSH BACK
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Supplemental Reading: How to Prepare for Push Back14
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WHY DO EMPLOYEES PUSH BACK?‣ Overwork
‣ Missed deadlines
‣ Lack of appreciation and feeling resentment
‣ Voice is not heard and suggestions are often shot down
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WHY DOES MANAGEMENT PUSH BACK?‣ Conflicting or unclear business goals
‣ Aggressive business goals
‣ Unclear results or benefits
‣ Managing risk
HOW TO GET BUY-IN AND DEAL WITH PUSH BACK
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Storytime.
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‣ hastily made
‣ doesn’t account for relevant info
‣ causes loss of TRUST
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POOR DECISION MAKINGHOW TO GET BUY-IN AND DEAL WITH PUSH BACK
Supplemental Reading: The Art of Decision Making as a Product Manager
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Alignment Communication
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Start with communication, not meetings!
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UNDERSTAND CONTEXT‣ Understand current state
‣ What is desired state
‣ What work before and why‣ What isn’t working and possibly why
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Brainstorm a solution with individuals.
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‣ factor in constraints: budget, time, size of organization
‣ do not force change
‣ marry anecdotes with metrics‣ formulate pitch
‣ list benefits
‣ consequences of inaction
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START WITH A SMALL SOLUTIONHOW TO GET BUY-IN AND DEAL WITH PUSH BACK
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Postmortem is necessary for any process change.
HOW TO GET BUY-IN AND DEAL WITH PUSH BACK
Supplemental Reading: Small Changes, Big Rewards: How Etsy Embraces Continuous Experimentation
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“You have to be agile in your approach to agile.”
John QuinnVP of Engineering at Gilt Group
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BUY-IN
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What is buy-in?
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Why do you need it?
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When do we need to get buy-in?
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How do we get buy-in?
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UNDERSTAND CONTEXT‣ Understand business goals‣ If unclear push back
‣ Understand department goals and goals of other departs
‣ Work to find alignment‣ target tradition naysayers
‣ dig into objections
‣ compile list and address one at a time
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Combine storytelling with metrics.
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“Whew this is a LOT of work.”
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Your goal is to be free to have your ideas heard, adopted, and put a process in place to build innovative products.
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Initiate a bite-size sale.
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Going in for the close.
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PRESENT PROPOSAL‣ Check for objections again
‣ Reiterate value proposition
‣ Explain consequences of inaction
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Periodically take pulse.
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Storytime.
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41REVIEW
‣ Life of a Product Manager
‣ How to Effectively Deal with Push Back
‣ How to Get Buy-In
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Lean Product Development CourseOffice Hours
Thursdays & Fridays 2pm PSTSign up for a 30 minute slot here!
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Q&A
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