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Predict Success in Deploying Software with Two Key Questions (1 of 2)

July 17, 2007
manageprouser

Two Key Predictors for your Success at Deploying Performance Management Software                                      

 There are lots of variables and issues to address when deploying a performance management system across a small or large business.  But I’ve found that there are two questions that are critical to your success, regardless of the size or nature of your business.  I’m writing this to not only expose those questions, but help you get very clear on your answers.  Ready to proceed? 

 1. WHAT’S THE OBJECTIVE? – This is an important one to answer in a personal and practical (not theoretical) manner. If you’re like me, one way to approach this is to imagine someone else asking you, “So why are we doing this… when we are already busy?” 
What would your answer be to that?  You can’t say, “Seemed like a good idea this month”, nor can you tie it directly into profit or efficiency if the listener doesn’t already believe that connection.  Our suggestion in responding to this question is that you tie it directly into outcomes that are easy to identify with.  These are the outcomes that problems in the work process, e.g. better visibility, better coordination, less details slipping through the cracks, less cost over-runs and delays… So exactly what is your objective or your top three objectives for making a performance management system part of your business process? Believe me, not only do you need to be very clear about that, but every other person in your organization needs (you) to be clear about that as well.  

Getting other people clear and enrolled in the (“your”) objective means you need to make time for interaction in which they have the opportunity to see, agree and support your decision. If you get initial push-back, plan on additional interaction time in which you hear and acknowledge their perceptions, BUT don’t leave until you have dismantled their objections.   Stop. Before we go any further, let’s talk about how to manage objections. Objections are usually based in a different world view that is constructed on a different set of facts or interpretation of facts than you might wish. The best way to deal with objections is to first listen and acknowledge, and then present reality based performance facts.  It’s only human to minimize performance gaps, so you may need to dredge facts up to the surface. Facts that inevitably, and unmistakably point out the reality that something about how business is currently managed is not OK, is not good enough, doesn’t fit with where you all want the business to go.  
 

 

The truth is, utilizing performance technology, like ManagePro software, is a statement that you want/need/require things to change. If that’s the case, you might as well say it point blank.  Change and performance improvement is not something to dance around… or perhaps it might be better said that if change is a dance – you want to take the lead.

Continued to article “Two Questions that are Key to Your Deployment Success (2 of 2)

 


6 Comments. Leave new

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Performance Solutions Technology, LLC » Blog Archive » Avoid Starting Out on the Wrong Foot in Software Deployment
July 22, 2008 11:32 am

[…] First of Two Key Questions that Predict Success at Deploying Software […]

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Avoid Starting Out on the Wrong Foot in Software Deployment
July 29, 2008 1:45 pm

[…] First of Two Key Questions that Predict Success at Deploying Software […]

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Two Questions that are Key to Your Software Deployment Success (2 of 2)
December 17, 2009 4:33 pm

[…] Predict Success in Deploying Software with Two Key Questions (continues) […]

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