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Project Management & Change

Increasingly more project-oriented approach in today's business climate. In books Human Factors in Project Management is defined by projects and project management: "A project is a unique venture with a beginning and an end, conducted by people to meet established goals within parameters of cost, schedule, and quality. Project management is the mixture of people, systems, and techniques required to carry the project to successful completion." Change projects encompass all of the characteristics of projects as defined above. The main distinction is that change projects impact the lives of individuals in a significant way.

Example illustrated in the case of a re-engineering projects, the job functions & interactions for each member of the department -- and sometimes even outside departments -- will change. Implementation of a mission critical computer system will also have a significant impact on the job functionality of individuals using the new system. In many cases all aspects of the person's job will change. Not only will procedures be different but also accessibility to important data, revised perceptions of service levels, and many other intangible factors will change. A shift in strategy from a centralized to a decentralized environment (or vice-versa) brings up a number of significant questions in the minds of employees.

These are change projects. These concerns affect an individual's future, their comfort level about their livelihood, as well as feelings regarding their self-worth. The 'change' project manager needs additional skills to compliment the science of project management to deal with the implications of change projects.
Stanford University has several formal programs and informal networking efforts aimed at connecting innovative students with real-world opportunities, in numerous fields from engineering, to medicine, to economics. Faculty and administrators have a selection of avenues to give an assist to a bright student seeking a chance to become an entrepreneur. Here, CT learns about the support many students have received for their entrepreneurial IT projects. Source:

Emotional Intelligence and Sales

Salespeople know what to do; however, in tough selling situations, they let non-productive emotions take over. They discount too soon, write practice proposals for non-qualified prospects and continue to meet with people that can say no but can’t say yes. Their inability to execute the right selling behaviors, under high stakes selling situations, leads to missed sales revenues and cyclical sales results.

► The art and neuroscience of selling is the need.
► Selling to the “old brain” is selling to the real decision maker.
► Improve ability to manage emotions and avoid going into “fight or flight mode” during a sales meeting.  
► The real reason for discounting too soon and too often — even after learning negotiation skills and tactics.
► Emotional Intelligence skills improve prospecting results. Eliminate empty sales pipelines and meetings with non-qualified prospects.
► Incorporate EI skills into every step of the sales process & close bigger deals, in less time at full margin. 
► Soft skills do produce hard sales results.

Sell to the Emotional Mind

“They may forget what you said, but they will never forget how you made them feel.” - Carl Buechner

That’s the power of emotions.

Emotions are what drive people and what drive us astray. 
It's difficult to persuade without understanding them well.

Emotions are a valuable source of information. Emotions help to make decisions. Studies show that when someone's emotional connections are severed in the brain, it's tough to make even simple decisions. Why ? Because the person doesn't know how he will feel about his choices.

Core Emotions 
Some of the world’s best like Clayton Makepeace and Michael Masterson suggest that the most important thing to nail first is a lead that resonates with what they call the prospect’s ‘core emotion’. Core emotion is the strongest feeling the prospect has relating to the product or the problem it solves.

Or for that matter, if targeting investors who have lost out in a recent market crash, you can start with a headline like – “LIES, LIES, LIES … we investors are fed up with everyone lying to us and wasting our money!”

Like these, there are several core emotions that prospects have. And these are what needed to be captured through !

But remember, in following the rule of ‘power of one’, do not use more than one emotion in one copy.

Here are some core emotions that drive people to act. This isn’t an all-inclusive list, but it definitely includes most of all the important emotions that we humans have.
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