Engage sponsors

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?

Use the attached spreadsheet to organize your stakeholders by influence and interest.