All The Responsibility But No
Authority. Get Over It And
Lead!
Tom Evans
@compellingpm
Copyright 2013. The Lûcrum Group, I...
Challenge
Responsibility for products success, but no
authority over those that help us achieve that.
• We can’t hire & fi...
Types of Authority
• Given Authority
– Based upon title or position

• Earned Authority
– Based upon establishing respect ...
Who Would You Prefer to Work With?
A. Someone with given authority, but not
earned authority?
B. Someone that has establis...
PM as the Quarterback
• Leads through trust of the team (Earned)
• Good decision making
• Calls the plays

Copyright 2013....
Poll Question
1. How many think their executive team
understands the role of Product
Management/Product Marketing?
2. How ...
HOW DO WE DEVELOP
EARNED AUTHORITY?

Copyright 2013. The Lûcrum Group, Inc.
Developing Earned Authority
1.
2.
3.
4.
5.

Be a student of the game
Game preparation (Market Expertise)
Create great rela...
Be a Student of the Game

Copyright 2013. The Lûcrum Group, Inc.
Copyright 2013. The Lûcrum Group, Inc.
How to Be a Student of the Game
•
•
•
•

Develop your core knowledge &skills
Continual learning
Coaching/Mentoring
Validat...
How to Be a Student of the Game
•
•
•
•
•
•

Formal training
Read books
Attend webinars
Learn from others
Share your knowl...
Game Preparation

Copyright 2013. The Lûcrum Group, Inc.
Copyright 2013. The Lûcrum Group, Inc.
Game Preparation

The best PMs are market experts!

Copyright 2013. The Lûcrum Group, Inc.
Who Cares?
•
•
•
•
•

Engineering
Sales Team
Marketing
Management
Customers

Copyright 2013. The Lûcrum Group, Inc.
How to Develop Market Expertise
• Time with the market
– Customer visits
– Online communities
– Win/loss
– Advisory commit...
More Market Expertise
•
•
•
•
•

Speak with partners
Market facing personnel
Industry news
Network in the industry
Competi...
Share the Vision!
• Based upon market evidence!

Copyright 2013. The Lûcrum Group, Inc.
Great Relationships

Copyright 2013. The Lûcrum Group, Inc.
Great Working Relationships
Key Constituents
It's not just about how they can help you
succeed, but how you can help them
succeed and do their job bet...
Professionalism
Unreliability - #1 career-limiting habit.
• Be prepared and on-time
• Keep your commitments
• Communicate ...
Respect
• Understand and respect other’s jobs
• Don’t tell others how to do their jobs

Copyright 2013. The Lûcrum Group, ...
Dynamics of the Business

Copyright 2013. The Lûcrum Group, Inc.
Address Real Business Issues
•
•
•
•
•

Business strategy
Business objectives
Key drivers of profitability & growth
Core c...
Points of Influence

Copyright 2013. The Lûcrum Group, Inc.
Circles of Influence- Internal
•
•
•
•
•

Who influences what decisions?
Who is invited to make decisions?
Who has finger ...
Circles of Influence - Market
•
•
•
•
•

Key customers
Industry though leaders
Industry connectors
Get their insights
Prov...
Developing Earned Authority
1.
2.
3.
4.
5.

Be a student of the game
Game preparation (Market Expertise)
Create great rela...
Questions?
Thank You!
Tom Evans
CompellingPM
tevans@compellingpm.com
@compellingpm
www.compellingpm.com

Copyright 2013. The Lûcrum G...
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Keynote address for pcamp msp

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Keynote address for pcamp msp

  1. 1. All The Responsibility But No Authority. Get Over It And Lead! Tom Evans @compellingpm Copyright 2013. The Lûcrum Group, Inc.
  2. 2. Challenge Responsibility for products success, but no authority over those that help us achieve that. • We can’t hire & fire • Limited budget authority Copyright 2013. The Lûcrum Group, Inc.
  3. 3. Types of Authority • Given Authority – Based upon title or position • Earned Authority – Based upon establishing respect & credibility – Based upon what we do and say – Enables us to use influence Copyright 2013. The Lûcrum Group, Inc.
  4. 4. Who Would You Prefer to Work With? A. Someone with given authority, but not earned authority? B. Someone that has established earned authority, but has not given authority? Copyright 2013. The Lûcrum Group, Inc.
  5. 5. PM as the Quarterback • Leads through trust of the team (Earned) • Good decision making • Calls the plays Copyright 2013. The Lûcrum Group, Inc.
  6. 6. Poll Question 1. How many think their executive team understands the role of Product Management/Product Marketing? 2. How many of you have been through formal Product Management/Product Marketing training? Copyright 2013. The Lûcrum Group, Inc.
  7. 7. HOW DO WE DEVELOP EARNED AUTHORITY? Copyright 2013. The Lûcrum Group, Inc.
  8. 8. Developing Earned Authority 1. 2. 3. 4. 5. Be a student of the game Game preparation (Market Expertise) Create great relationships Know the dynamics of the business Discover points of real influence Copyright 2013. The Lûcrum Group, Inc.
  9. 9. Be a Student of the Game Copyright 2013. The Lûcrum Group, Inc.
  10. 10. Copyright 2013. The Lûcrum Group, Inc.
  11. 11. How to Be a Student of the Game • • • • Develop your core knowledge &skills Continual learning Coaching/Mentoring Validate your skills/knowledge Copyright 2013. The Lûcrum Group, Inc.
  12. 12. How to Be a Student of the Game • • • • • • Formal training Read books Attend webinars Learn from others Share your knowledge PM/PMM Certifications Copyright 2013. The Lûcrum Group, Inc.
  13. 13. Game Preparation Copyright 2013. The Lûcrum Group, Inc.
  14. 14. Copyright 2013. The Lûcrum Group, Inc.
  15. 15. Game Preparation The best PMs are market experts! Copyright 2013. The Lûcrum Group, Inc.
  16. 16. Who Cares? • • • • • Engineering Sales Team Marketing Management Customers Copyright 2013. The Lûcrum Group, Inc.
  17. 17. How to Develop Market Expertise • Time with the market – Customer visits – Online communities – Win/loss – Advisory committees, user groups – Occasional sales call • Speak more with the market than anyone else! Copyright 2013. The Lûcrum Group, Inc.
  18. 18. More Market Expertise • • • • • Speak with partners Market facing personnel Industry news Network in the industry Competitive Analysis Copyright 2013. The Lûcrum Group, Inc.
  19. 19. Share the Vision! • Based upon market evidence! Copyright 2013. The Lûcrum Group, Inc.
  20. 20. Great Relationships Copyright 2013. The Lûcrum Group, Inc.
  21. 21. Great Working Relationships
  22. 22. Key Constituents It's not just about how they can help you succeed, but how you can help them succeed and do their job better. Copyright 2013. The Lûcrum Group, Inc.
  23. 23. Professionalism Unreliability - #1 career-limiting habit. • Be prepared and on-time • Keep your commitments • Communicate - clearly Copyright 2013. The Lûcrum Group, Inc.
  24. 24. Respect • Understand and respect other’s jobs • Don’t tell others how to do their jobs Copyright 2013. The Lûcrum Group, Inc.
  25. 25. Dynamics of the Business Copyright 2013. The Lûcrum Group, Inc.
  26. 26. Address Real Business Issues • • • • • Business strategy Business objectives Key drivers of profitability & growth Core competencies Impact on other parts of organization Copyright 2013. The Lûcrum Group, Inc.
  27. 27. Points of Influence Copyright 2013. The Lûcrum Group, Inc.
  28. 28. Circles of Influence- Internal • • • • • Who influences what decisions? Who is invited to make decisions? Who has finger on pulse of company? Get their insights How do you become valuable to them? Copyright 2013. The Lûcrum Group, Inc.
  29. 29. Circles of Influence - Market • • • • • Key customers Industry though leaders Industry connectors Get their insights Provide value to them Copyright 2013. The Lûcrum Group, Inc.
  30. 30. Developing Earned Authority 1. 2. 3. 4. 5. Be a student of the game Game preparation (Market Expertise) Create great relationships Know the dynamics of the business Discover points of real influence Copyright 2013. The Lûcrum Group, Inc.
  31. 31. Questions?
  32. 32. Thank You! Tom Evans CompellingPM tevans@compellingpm.com @compellingpm www.compellingpm.com Copyright 2013. The Lûcrum Group, Inc. 32
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