© 2012 Autodesk

CM3421: Get IT Approved! How to Persuade Upper Management to Open the CheckbookDave PlukeSr. Consultant at BIM-Ready Consulting / AEC IT Pros

© 2012 Autodesk

Class Summary

Ever had a CAD/BIM/IT project funding request turned down by upper management? In this class, we will discuss ways to make friends and influence the (often, non-technical) executives in your firm. Learn how to express urgency without appearing panicked and how to explain technical concepts in ways that won’t make their eyes glaze over. Using these strategies, your next funding request should carry a higher probability for approval.

© 2012 Autodesk

Learning Objectives

At the end of this class, you will be able to:Phrase your proposals in words Executives like to hearKeep your proposals devoid of words that make Executives cringeTailor your proposals for their specific audienceState your case for the Greater GoodBe seen as an Agent of ChangeKnow what to do after the “sale”

© 2012 Autodesk

Basic Truisms:

One can learn more from failures than successes.

It’s even better to learn from the mistakes of others.

You are in luck!

P.S. Your Firm does not exist to support Technology – Technology exists to support your Firm.

© 2012 Autodesk

Speaker Bio:

Dave Pluke is a Senior Consultant at BIM-Ready Consulting / AEC IT Pros, where he assists small and mid size AEC firms leverage Technology to achieve and maintain their competitive edge.

Prior to founding BIM-Ready, Dave served as a Principal and VP of Technology at a mid size Structural Engineering firm in Saint Paul, MN Dave guided their Technological and Cultural development for over 20 years, from their first stand alone AutoCAD workstation through a multiple office, virtualized, BIM-enabled environment.

www.BIM-Ready.com

© 2012 Autodesk

IT-types are from Mars…

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Know Yourself

Personality Type (introvert vs. extrovert, leader vs. follower, etc.) Personal Strengths and Weaknesses Perceived Strengths and Weaknesses Communication Skills Powers of Persuasion Potential Allies (may be situational)

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Know your Decision Making Entity (DME)

Single Authority, Small Group or Committee Level of comfort with Technology Fiscal Tendencies Major Motivations (including Greatest Fear) Personal Interests Trusted Influencers

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Know your Situation

Core Business Level of Competition Fiscal Soundness Current Status Priorities / Urgency Factors

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Watch your language!

Instead of: Cool Cost Freeware or Open-source Work from home I or mine Cutting edge or latest thing New (feature) Tera, Giga or Mega Everyone else has one

Say: Fast, Powerful or …Cool* Investment Publicly Supported Enable Users We, Us or Ours Industry-leading or Break-through Productivity-enhancing Chunks, Bunches or “x times” Our competitors are looking at one

© 2012 Autodesk

The Art of the Sale

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Know your Audience

Speak from their Perspective - use their lingo Phrase everything as “we, us or our” Appeal to their “hot buttons” If appropriate, detail your Process Use pictures! Present “ Good | Better | Best” options Make Budgets realistic, but allow for Contingencies Address Cost of Inaction Don’t take “No” for an answer (test Objections)

© 2012 Autodesk

After the Sale

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Care and Feeding of DME

Summarize Proposal and publish Status Reports Compare % Complete to % of Budget Openly Communicate with impacted Parties Report on Unintended Consequences Give Credit to others Reinforce the Decision Feel free to remind DME with next Proposal

© 2012 Autodesk

In Summary:

Phrase your proposals in words Executives like to hear Tailor your proposals for their specific audience State your case for the Greater Good Be seen as an Agent of Change Follow through after the “sale”

© 2012 Autodesk

Any Questions?

© 2012 Autodesk

Autodesk, AutoCAD* [*if/when mentioned in the pertinent material, followed by an alphabetical list of all other trademarks mentioned in the material] are registered trademarks or trademarks of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice, and is not responsible for typographical or graphical errors that may appear in this document. © 2012 Autodesk, Inc. All rights reserved.

CM3421: Get IT Approved!Dave Pluke – dave.pluke@bim-ready.com

Please remember to fill out your Evaluation.

Thanks for attending - Have a great AU 2012!!!

© 2012 Autodesk

Autodesk, AutoCAD* [*if/when mentioned in the pertinent material, followed by an alphabetical list of all other trademarks mentioned in the material] are registered trademarks or trademarks of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice, and is not responsible for typographical or graphical errors that may appear in this document. © 2012 Autodesk, Inc. All rights reserved.