Selling a project – vision, value, or both?
As we have discussed, executives have a number of options to choose from when deciding where to spend the money of the company. Analytics projects, the analytics team, and the support for the overall analytics effort needs to be funded and supported.
What is the best path and method for selling the value of an analytics process and all the projects that are included in the total program to the executive level? My suggestion is that you sell the entire process and program and lay out the various major projects/phases that will be executed over time.
Executives are looking for impact from investments. It is best to start with the most expansive impact and headline possible. If you are proposing to transform a corporate function, like the supply chain, start with the broadest view that you can apply analytics to. The good thing for us is that you can apply analytics to all aspects of the supply chain, just as you can to...
