Recently a number of my customers are taking their pmPoint sites through review cycles to get approval to roll out into production.  This is a challenging part of deploying any new process or software.

In principle, setting up site reviews is straightforward.  In practice, getting key people to buy in to your solution is hard. You have to do the right prep work in advance; and resistance can stop you dead in your tracks.

At Microsoft, the best program managers working on features or on internal tools put a lot of attention on getting early buy in from key people. 

Here are some good practices on building buy in.

·         The key stakeholders – What’s important to them?  Be ready to articulate a credible message for how your solution, based on pmPoint, will advance their business goals. 

·         The influencers -   These people might not be in the direct management chain, but unofficially, their opinion carries a lot of weight.  They can make or break acceptance of your deployment.  So do everything you can to meet them informally one-to-one.  Explain your plan early on and ask for their input into requirements.

·         The naysayers – Anticipate their objections; what’s the source of their opposition?  Think of ways to get them turned around – or at least not block your initiative.  And if they are absolutely intransigent, then your business case (bullet 1 above) will need to be strong enough to carry the day.  Prepare it carefully.

·         Socialize your solution before the actual review meeting – You are really gambling if the first time anyone has ever seen your pmPoint solution is at the actual review meeting itself.  These meetings can take on a weird social dynamic sometimes.   Arrange to stop by informally to key peoples’ offices.  Give them an unofficial preview well beforehand.  Ask for and incorporate feedback.

·         Build time into your plan for incorporating feedback – Assume there will be changes and add a task for implementing these.