4
Establishing the Relationship and Managing Up the Organization
TO BETTER UNDERSTAND how to build the relationship and manage up the organization, I want to revisit some of the basic concepts from Chapter 1. You will remember that executives spend a lot of time considering a project before making a decision. Once the decision is made, the only one on the executive team who is still concerned about its success is your sponsor. To be clear, it is not that other executives don’t care; it is just that it is not on their plate to deliver, so it is “out of sight, out of mind,” as the old saying goes.
The other concept from the facts of life involves ...
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