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Book Cover
Author Trentim, Mário Henrique, author

Title La gestión de los interesados como clientes : patrocinio, asociación, liderazgo y cuidadanía / Mario Henrique Trentim, PfMP, CBAP
Published Newtown Square, Pa. : Project Management Institute, [2015]
Online access available from:
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Description 1 online resource (xiv, 233 pages) : illustrations
Contents Cimientos -- ¿Quiénes son ellos? -- ¿Por qué preocuparse for los interesados? -- Los cuartro navíos -- Gestión de los interesados -- Identificar a los interesados y sus necesidades -- Gestionar la participación y las expectativas -- Construr un sólido plan de comunicaciones -- Lograr aceptación (buy-in) -- ¡Manténgase en contracto! -- Gestión de equipos -- La gestión de los interesador como clientes: Marco Teórico Y Ejemplos -- Conclusiones -- Bibliografía
Summary From the publisher: Your project operates in a dynamic world of stakeholders: from the familiar members of your local project team to hidden project opponents that aren't listed on any org chart. And your success hinges on your ability to meet or exceed their expectations. Success in this rapidly changing environment mandates a new approach. Veteran project management practitioner and professor Mário Trentim, PMP, PMI-RMP, PRINCE2, offers project managers a new solution: use Complex Sales techniques to engage stakeholders as clients. Written in a candid and conversational style, this highly accessible guide effortlessly blends theory with proven practice in order to equip you with new tools and techniques you can apply right away. The book begins by establishing a working understanding of advanced stakeholder theory. It then takes you step-by-step through the complex stakeholder management process. Drawing equally upon experience, cutting-edge research and proven management models, the book teaches how to identify and engage stakeholders up front, how to find out what they really want and how to manage, monitor and control their engagement throughout your project. This invaluable guide focuses solely on presenting what works, so its approach interweaves insights from a wide range of perspectives: the PMBOK Guide, Agile, PRINCE2, Emotional Intelligence, Soft Systems Methodology... even Sun Tzu and Machiavelli are referenced within its pages
Notes Official Spanish translation of "Managing stakeholders as clients." Caption title
In Spanish; translated from the original English
Print version record
Subject Customer relations.
Project management.
Genre/Form Book.
Form Electronic book
ISBN 1628251727 (electronic bk.)
9781628251722 (electronic bk.)