How to Get Buy-In and Deal with Push Back

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Presentation I made at Silicon Valley Product Camp 2013.

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How to Get Buy-In and Deal with Push Back

  1. 1. HOW TO GET BUY-IN AND DEAL WITH PUSH BACKPoornima Vijayashanker, @poornima, poornima@femgineer.comCEO & Founder, 1
  2. 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. 3. AGENDA 3‣ Life of a Product Manager‣ How to Effectively Deal with Push Back‣ How to Get Buy-In 3
  4. 4. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 4 Life of a product manager... 4
  5. 5. PRODUCT DEVELOPMENT 5 5
  6. 6. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 6 Product Manager Coordinate Innovate No authority... 6
  7. 7. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 7 Management Product Manager Employees 7
  8. 8. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 8 8
  9. 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. 10. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 10Use to improve process and build innovative products. 10
  11. 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. 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. 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. 14. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 14 PUSH BACKSupplemental Reading: How to Prepare for Push Back 14
  15. 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. 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. 17. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 17 Storytime. 17
  18. 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. 19. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 19Alignment Communication 19
  20. 20. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 20Start with communication, not meetings! 20
  21. 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. 22. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 22 Brainstorm a solution with individuals. 22
  23. 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. 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. 25. “You have to be agile in yourapproach to agile.” John Quinn VP of Engineering at Gilt Group 25
  26. 26. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 26 BUY-IN 26
  27. 27. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 27 What is buy-in? 27
  28. 28. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 28 Why do you need it? 28
  29. 29. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 29 When do we need to get buy-in? 29
  30. 30. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 30 How do we get buy-in? 30
  31. 31. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 31 31
  32. 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. 33. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 33 Combine storytelling with metrics. 33
  34. 34. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 34 “Whew this is a LOT of work.” 34
  35. 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. 36. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 36 Initiate a bite-size sale. 36
  37. 37. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 37 Going in for the close. 37
  38. 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. 39. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 39 Periodically take pulse. 39
  40. 40. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 40 Storytime. 40
  41. 41. REVIEW 41‣ Life of a Product Manager‣ How to Effectively Deal with Push Back‣ How to Get Buy-In 41
  42. 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. 43. HOW TO GET BUY-IN AND DEAL WITH PUSH BACK 43Q&A 43

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