You're struggling with expanding project scopes. How can you secure additional resources through negotiation?

Antes de iniciar a negociação, prepare-se meticulosamente. Colete dados e documente a necessidade de recursos adicionais. Desenvolva uma apresentação clara que destaque os benefícios do escopo expandido e os riscos de não obter os recursos necessários. Em um projeto de construção de uma ponte, percebemos a necessidade de materiais adicionais devido a mudanças nas especificações técnicas. Documentamos todas as alterações necessárias e seus impactos no cronograma e orçamento, criando um caso sólido para a solicitação de recursos adicionais.

Analiza bien las necesidades del proyecto y define una estrategia a nivel de departamente donde tengas listados los perfiles y sus características profesionales. Establece un plan de formación para ir adaptando los conocimientos con las necesidades de negocio de los diferentes clientes con tal de poder pivotar entre equipos y perfiles. Mantén al día una metodología clara de trabajo en equipo, alrededor de JIRA y kanban que fomente la facilidad de intercambio de integrantes de equipos de unos a otros.

dever-ser explora a engenharia até esgotar todas as possibilidades, ante de qualquer movimento de restruturação do escopo, só então envolver os play por setores e responsavél por decisões micro e macro do capex.

The best way to control scope expansion is to clearly defined what is in the initial scope you are contracting to do as well as what is not in the initial scope. Then when scope expands you have a solid basis for negotiating the expanded scope.

It is my experience that if you have to spend a significant effort to argue your case the outcome will not be favorable and it will be best to quickly move on to another client and or project.

Establezca una comunicación continua y transparente con las partes interesadas clave para construir relaciones de confianza y mantenerlos informados sobre los avances y beneficios del proyecto. Esto no solo facilita la obtención de recursos adicionales, sino que también asegura un apoyo sostenido a lo largo del tiempo.

Negotiation is an art of preparation and flexibility – approach it strategically to secure what you need. When negotiating for additional resources, come prepared with a clear understanding of your needs and potential compromises. Offer creative solutions, such as phased resource allocation or performance-based increments, to address stakeholders' concerns while meeting your requirements. Active listening and adaptability can lead to a mutually beneficial agreement, ensuring that your project has the necessary resources for success.

Foque nos argumentos de valor ao negociar. Mostre como os recursos adicionais irão agregar valor ao projeto, melhorar os resultados e alinhar-se com os objetivos estratégicos da organização. Em um projeto de construção sustentável, argumentamos que o investimento em tecnologias verdes traria valor a longo prazo através de economias de energia e melhorias na reputação da empresa. Essa abordagem de valor ajudou a garantir o financiamento necessário.

Be confident in assessing what is needed to complete the task. Always include the appropriate fee to achieve a fair profit. Don’t compromise on you profit expectation and if it cannot be met leave it to your competitor to take on a losing project.

Effective follow-up is the key to lasting negotiation success – ensure clarity and build strong relationships. After negotiations, follow up promptly with a thank-you note and a summary of the outcomes and next steps. Whether you secured all, some, or none of the resources, seek feedback to understand the decision and refine your approach for future negotiations. Ensuring that agreed resources are allocated and keeping stakeholders informed demonstrates professionalism and fosters trust for future collaborations.

1️⃣ Use data and metrics to demonstrate the potential impact of expanding the project scope. Show how additional resources will lead to a higher return on investment or mitigate risks. Providing concrete evidence can make your negotiation more persuasive. 2️⃣ Prioritize the key elements of the project scope that are crucial for success. During negotiation, be prepared to compromise on less critical aspects to secure additional resources. This flexibility demonstrates your willingness to find a mutually beneficial solution. 3️⃣ Lastly, explore alternative options. If securing additional resources through negotiation proves challenging, consider alternative approaches. Build alliances. Identify potential allies. Seek their input.