Tell Your Leadership Something They Don’t Already Know

By Paul Cervelloni, Director, Alsbridge, Inc.

Many business case development efforts justify management action with estimated savings or soft benefits that would result from a potential project or investment. These savings and calculated ratios are most often "guess-timates" developed by staff to win management approval - and often do not deliver the financial performance as promised. This article suggests an alternative approach that will provide real market information to decision-makers, and allow them to learn something they don't already know.