The Heart of The Matter

I am asked all the time, how can I sell a metrics program in my organization.  The key word here is sell.  Any good salesperson will tell you the key to sales is benefits.

1. There is limited time management has to focus their attention.

  • Management knows when to stay the course or change direction for projects.
  • Control charts can be built with calculated upper and lower control limits.
  • When any indicator is goes beyond a control limit corrective action can be taken.
  • If the project indicators are within control limits, then management can focus on other projects needing their attention.

2. Clients will experience higher levels of satisfaction because communication improves.

  • This will allow clients to have a better sense a project is on time.
  • Clients will be notified of slippage in schedules sooner than later.  They will be able to notify those they have made commitments to.
  • IT staff will be the recipient of better planning and project coordination.
  • Management will make commitments based upon past historical performance not on best guessing.
  • This prevents IT staff from trying to achieve and meet unreasonable deadlines.

3. Metrics allows IT staff members to become empowered.

  • The likelihood of a lot of overtime at the end of a project decreases, so IT staff will not be required to work a lot of overtime.
  • If an IT staff member (or team) is not performing up to standards, then corrective action can be taken
  • Training
  • Reassignment
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