Selling the value of a project to management takes more than talking like a businessperson. It requires thinking like a businessperson. In essence, if youíre not there already, you must become a businessperson.
The overriding focus of business leaders is creating value for stakeholders. Stakeholders include owners, managers, workers, partners, and customers. The firmís leaders are responsible for articulating a vision of how the organization will create value and specifying milestone objectives along the way there.
Any businessperson worthy of the name can relate how his or her activities support those objectives and help fulfill the vision. You should be able to articulate how what you're doing establishes value in these areas. This is your "elevator pitch" and you should be able to giive it in your sleep.
Analysis and Decision-making Techniques
Here are techniques for business analysis and decision-making that we rely on continually. We suggest you run through them when making major decisions until they become second nature.
Financial decisions trade off risk and reward. An important corollary: There is no free lunch.
The point is that input and output are not balanced. As marketers, we break the market into pieces (ďsegmentsĒ) in order to identify and focus our attention on the significant few who produce most of the results.
As designers of learning experiences, less is often more. Find the elusive 20% of the learnerís time that yields 80% of what is learned and put your energies there.
Business leaders present themselves to the world as confident, authoritative, conservative, results-oriented, deliberate, and a bit staid. Itís best to leave your clown suit in the closet when youíre selling a concept to executives. Be concise. Hit the concepts described above as they apply to your project. When youíve said your piece, ask for questions and sit down.
30 Poppy Lane
Berkeley, California 94708
1.510.528.3105 (office & cell)
Subscribe to this Blog
Our Infrequent Newsletter
Entries by category...
Recycled from Blogger
Internet Time Group
© 2004 Internet Time Group
Blogger Experience, Housekeeping, Something New
Demographics is destiny
Are you setting the bar high enough?
Work as Video Game
Oracle and Macromedia, Sitting in a Tree
ASTD Silicon Valley
Kingsbridge Conference Center
First Post by Email
RSS Feed for New Site
Testing ... testing ... 1...2..3
IT Doesn't Matter - Learning Does.
All blogging is political
Damn, damn, double damn
The New Religion
Wolf! Wolf! Wolf! Wolf! Wolf! Wolf!
Business Process Management (2)
Business Process Management Conference
Don't Lose a Common Sense: LISTEN
It's only natural
Go with the flow
Time Out for the Fair
Informal get-together in SF this Wednesday
Repetition, reverb, and echoes
Push vs pull
The Big Picture on ROI
New Community of Practice Forming
Training Directors Forum 2004
A Rare One-Liner
PlaNetwork LIVE 2
ASTD 2004 Leftovers
Worker Effectiveness Improvement, not KM
Jay's Talk at ASTD
Mintzberg & Cooperider
Lest ye forget
ASTD International Conference & Exposition 2004
What is Workflow Learning?
ASTD msg 1 of n
Look out, it's Outlook
Collaboration at ASTD Next Week
Tell me a story
The shortest presentation on metrics you will ever hear
Back to Blogger
The Alchemy of Growth
Very loosely coupled
E-Learning from Practice to Profit
Robin Good kicks off Competitive Edge
Emergent Learning Forum: Simulations
The Best Things in Life Are Free
Metrics and Web Services
OpEd: ROI vs. Metrics