The first people that we need to convince to commit to the change – and their important role in it – are the business leaders who sponsor the change.
A good business case usually gets sponsors’ attention
First, try to ascertain what measures or metrics the business leaders value most. What governs their decisions?
- Sales? Market Share? Growth?
- Productivity? Efficiency?
- Cost? ROI? Waste?
- Time? Schedule?
- Revenue? Profit? Margin?
- Innovation? Creativity? Skills? Proficiency?
Try to address the following questions and show the answer in business terms:
- What business values or metrics are most important?
- What is the adoption of the new way worth?
- What is the value of getting to complete adoption one day or one week faster?
- What is the cost/lost-value of only achieving partial adoption/proficiency?
- What is the value of time saved?
- What is the revenue gain by delivering the business one-day faster?
- What is the value of the average manhour?
