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How to Get Buy-In and Deal with Push Back

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Presentation I made at Silicon Valley Product Camp 2013.

Presentation I made at Silicon Valley Product Camp 2013.

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  • 1. HOW TO GET BUY-IN AND DEAL WITH PUSH BACKPoornima Vijayashanker, @poornima, poornima@femgineer.comCEO & Founder, 1
  • 2. INTRODUCTION 2POORNIMA VIJAYASHANKER‣ Duke University - Electrical Engineer & Computer Science‣ R&D Engineer @ Synopsys‣ Founding Engineer @ Mint.com‣ CEO & Founder BizeeBee‣ Founder of Femgineer 2
  • 3. AGENDA 3‣ Life of a Product Manager‣ How to Effectively Deal with Push Back‣ How to Get Buy-In 3
  • 4. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 4 Life of a product manager... 4
  • 5. PRODUCT DEVELOPMENT 5 5
  • 6. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 6 Product Manager Coordinate Innovate No authority... 6
  • 7. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 7 Management Product Manager Employees 7
  • 8. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 8 8
  • 9. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 9Goal is to give PMs strategies for dealing with push back& methods for getting buy-in. 9
  • 10. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 10Use to improve process and build innovative products. 10
  • 11. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 11SOME NECESSARY CONDITIONS‣ Pulse on Customer ‣ adoption, engagement, retention, and monetization‣ Understand business goals ‣ if unclear, push to have priorities 11
  • 12. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 12FOCUS ISN’T‣ consensus building.‣ assuming that the strategies will work overnight anywhere! 12
  • 13. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 13Your goal is to be free to have your ideas heard, adopted,and put a process in place to build innovative products.Supplemental Reading: How Am I Going To Move My Product Forward Today? 13
  • 14. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 14 PUSH BACKSupplemental Reading: How to Prepare for Push Back 14
  • 15. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 15WHY DO EMPLOYEES PUSH BACK?‣ Overwork‣ Missed deadlines‣ Lack of appreciation and feeling resentment‣ Voice is not heard and suggestions are often shot down 15
  • 16. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 16WHY DOES MANAGEMENT PUSH BACK?‣ Conflicting or unclear business goals‣ Aggressive business goals‣ Unclear results or benefits‣ Managing risk 16
  • 17. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 17 Storytime. 17
  • 18. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 18POOR DECISION MAKING‣ hastily made‣ doesn’t account for relevant info‣ causes loss of TRUSTSupplemental Reading: The Art of Decision Making as a Product Manager 18
  • 19. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 19Alignment Communication 19
  • 20. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 20Start with communication, not meetings! 20
  • 21. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 21UNDERSTAND CONTEXT‣ Understand current state‣ What is desired state‣ What work before and why‣ What isn’t working and possibly why 21
  • 22. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 22 Brainstorm a solution with individuals. 22
  • 23. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 23START WITH A SMALL SOLUTION‣ factor in constraints: budget, time, size of organization‣ do not force change‣ marry anecdotes with metrics ‣ formulate pitch ‣ list benefits ‣ consequences of inaction 23
  • 24. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 24 Postmortem is necessary for any process change.Supplemental Reading: Small Changes, Big Rewards: How Etsy EmbracesContinuous Experimentation 24
  • 25. “You have to be agile in yourapproach to agile.” John Quinn VP of Engineering at Gilt Group 25
  • 26. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 26 BUY-IN 26
  • 27. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 27 What is buy-in? 27
  • 28. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 28 Why do you need it? 28
  • 29. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 29 When do we need to get buy-in? 29
  • 30. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 30 How do we get buy-in? 30
  • 31. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 31 31
  • 32. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 32UNDERSTAND 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 32
  • 33. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 33 Combine storytelling with metrics. 33
  • 34. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 34 “Whew this is a LOT of work.” 34
  • 35. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 35Your goal is to be free to have your ideas heard, adopted,and put a process in place to build innovative products. 35
  • 36. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 36 Initiate a bite-size sale. 36
  • 37. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 37 Going in for the close. 37
  • 38. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 38PRESENT PROPOSAL‣ Check for objections again‣ Reiterate value proposition‣ Explain consequences of inaction 38
  • 39. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 39 Periodically take pulse. 39
  • 40. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 40 Storytime. 40
  • 41. REVIEW 41‣ Life of a Product Manager‣ How to Effectively Deal with Push Back‣ How to Get Buy-In 41
  • 42. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 42 Lean Product Development Course Office Hours Thursdays & Fridays 2pm PST Sign up for a 30 minute slot here! 42
  • 43. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 43Q&A 43

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