Welcome
Welcome back to ValueKey Labs, the newsletter that believes having a strong working relationship with your Project Sponsor is the new black. Which is a nice segway into this months episode where we explore :
- How to connect with your Project Sponsor
This quick 5 minute read will provide the keys to building a stronger working relationship with your Project Sponsor that will undoubtably enhance your overall project success.
How to connect with your Sponsor
I used to struggle with building a strong working relationship with my Project Sponsors. I would often find they were either incredibly busy, didn’t always understand Project Management or often they hadn’t been a Sponsor before and were winging it.
To get off on the right foot with my Sponsor I would try and impress them with my technical knowledge, to demonstrate how competent I was.
In hindsight, I think it just annoyed them!
So I would cross my fingers and hope that we would work well together. Sometimes, it was great, but plenty of times it was less than optimal.
When push came to shove and project issues came up, or delivery timelines got pressured. I often didn’t have the kind of relationship with my Sponsor I really needed.
I started researching techniques to build more effective working relationships. I read books, articles, watched TED talks, all the usual stuff.
I finally came across Amy Cuddy, a renowned social psychologist. Her research findings made absolute sense. Most people when meeting someone new in the work place try to impress with how competent they are.
“ I have lead projects 10 different counties”
“ I have 20+ years of experience doing this”
But as Amy's research reveals, it basically turns people off.
"Trust" is what Amy found to be the fundamental component we need to establish first. We are biologically wired to first access whether individuals are a threat or can be trusted.
It doesn’t matter then how competent someone is, if you don’t trust them from the get-go, its going to be hard to build a meaningful working relationship.
So how do you go about building trust with your Project Sponsor?
#1 Discover what their needs are
Most humans are focused on getting their own needs met, it’s just the way we are wired. Sponsors are no different and a quick way to build trust is to uncover what their needs are and what value you can bring in terms of meeting those needs.
An example of this might be that your Sponsor may have never had any direct training in the role of Project Sponsor. You may be able to meet their need to understand the role better by helping guide them around the roles responsibilities and what they should be thinking about next.
#2 Responsiveness
Being responsive means, both listening and responding to your Sponsors requests. It could be their need for clarity on project spend or a desire to have 3 well thought out options for a project issue. If you are seen to be responsive to your Sponsors requests, it gives them a sense they are important and valued by you.
#3 Open Communication
Without open communication, people in business or personal relationships often operate on mixed signals and assumptions. One way to demonstrate open communication with your Sponsor is to let them know you will ensure:
"Good news travels fast, bad news travels faster"
This way Sponsors are never surprised which instantly builds trust.
#4 Show interest
This is an obvious one, but showing an interest in them beyond simply meeting your own objectives for that person. Do they have children, how old are they (the kids, not your Sponsor), what sports do they play, what does their wife/ husband / partner do?
Remember these details and drop them into conversation with them at different points.
#5 Rupture & repair
All relationships will experience ruptures (conflict) at some point. Its how we approach the repair of the rupture (which includes acknowledgement of the rupture) that sets up a stronger relationship dynamic in the long term.
The repair communicates self-awareness, accountability and investment in the relationship.
#6 Authenticity
Be yourself, not just some form of professional robot that you think they want. This involves being comfortable with an element of vulnerability, sharing your feelings/reactions about things in the service of fostering a deeper connection.
I hope this helps, happy Projecting.
Guy Thorpe - aka The Project Guy