Collaborative Promotion Optimization · 2020-03-01 · P URPRWLRQ2SWLPL]DWLRQ, QVWLWXWH ) DOO6...

Promotion Optimization Institute • Fall Summit 2014 • Dallas, TX

TPM-TPO-

Collaborat ive

Market ing

is BIGGER

in Dallas!

Collaborat ive Promot ion Opt imizat ion & Cont inuous Improvement Summit

Speaker: Jim Maholic VP, Management Consulting Consumer Products & Retail Industries Hitachi Consulting Dallas, TX

TPM-TPO-Collaborat ive Market ing

is BIGGER in Dallas!

Presentation Topics

• Quick Bio

• What is a Business Case?

• Justifying Capital Projects

• Three Vital Questions

• The H.E.A.R. Method

• The Seven Deadly Sins of Failed Business Cases

• Twice a CIO for Consumer Goods Manufacturers

• 20+ years in IT Strategy • Published author • Book was featured in CIO Magazine

(Oct 2013) • Book awarded Bronze Medal in 2014

Axiom Business Book Review

Quick Biography

What is a Business Case?

• It presents the justification for a capital project in business terms

• Makes the case for change

• Tells the whole story (from pain to gain)

• Conveys urgency without hysteria

Justifying a Capital Project

• Increase revenue

• Reduce expenses

• Optimize assets

• Improve productivity

Proposal must align with corporate business drivers

Non-financial Justification

• Strategic imperative

• Regulation compliance

• Business continuity

• Security

• Risk mitigation

Financial justifications are always best

Three Vital Questions

• Why do anything?

• Why is your proposal the best solution?

• Why must we act now?

The H.E.A.R. Method

• Hypothesis

• Evidence

• Analysis

• Recommendation

Listening is a critical skill for successful business case development

Seven Deadly Sins

1. Overemphasizing your spreadsheet

2. Assuming approval

3. Exhibiting hubris

4. Bypassing gaps

5. Overselling exploration

6. Blindly trusting your intuition

7. Confusing justification with negotiation

Refer to chapter 6

1. Overemphasizing Your Spreadsheet • It represents, but does not

make your case by itself

• It is one aspect of your business case (like one witness in a court case)

• It is common to rely too heavily on this at the expense of more important evidence

2. Assuming Approval

• Benefits are projected, but not guaranteed

• Your proposal is subject to your biases

• Executives have experience in picking apart weak business cases

3. Exhibiting Hubris

• Skeptics are not magically converted

• At least one approver has no idea what the issues are or what the potential impact is of your proposal

• At least one approver wants to reject your proposal to advance one of their own

4. Bypassing Gaps

• Certain companies are private about their financials

• Certain business areas may not accurately know their costs

• Without numbers you cannot prepare a thorough business case

5. Overselling Exploration

• The more you dig, the more you subtract

• The more you dig, the better you confirm

• The more you dig, the more you improve the credibility of your numbers (even if smaller)

6. Blindly Trusting Intuition

• Don’t assume every proposal pays for itself

• Benefits must outweigh costs

• Numbers carry much more weight than mere words

7. Confusing Justification with Negotiation

• Just because the business case shows value in the proposal, that does not mean that the company is willing to pay a higher fee to implement it

In Summary

• Business cases need not be confusing

• Business cases require careful thought and planning

• A well done business case paves the way for a successful project

Wrap Up

• Books are available in the back.

• Reach out to me on LinkedIn (be sure to mention this conference so I know who you are)

• Questions? Comments?

Seven Deadly Sins

Collaborative Promotion Optimization · 2020-03-01 · P URPRWLRQ2SWLPL]DWLRQ, QVWLWXWH ) DOO6...

Documents

Transcript of Collaborative Promotion Optimization · 2020-03-01 · P URPRWLRQ2SWLPL]DWLRQ, QVWLWXWH ) DOO6...

3ODFHPHQWiert.ac.in/pr1.pdf · 2020. 8. 25. · ,qvwlwxwh 2i (qjlqhhulqj dqg 5xudo 7hfkqrorj\ 3ud\djudm $ 6wdwh *ryw *udqw lq dlg ,qvwlwxwh 7udlqlqj 3odfhphqw &hoo (qjlqhhulqj 'hjuhh

TT poster2017 v3 - Department of Physics, HKU · 2018. 1. 18. · 'dylg +vlhk &doliruqld ,qvwlwxwh ri 7hfkqrorj\ 7lprwk\ +vlhk .dyol,qvwlwxwh iru 7khruhwlfdo 3k\vlfv /ldqj -ldqj

Collaborative Ventures, Collaborative Gains

LYLYNNLYNN CATHOLIC COLLABORATIVE LYNN CATHOLIC ... › bcd › Bulletins › ... · LYLYNNLYNN CATHOLIC COLLABORATIVE LYNN CATHOLIC COLLABORATIVE NN CATHOLIC COLLABORATIVE CATHOLIC

+RPH &DUH $VVLVWDQFH 'DOODV 3DUN &LWLHV · ³, zrun iuhtxhqwo\ zlwk roghu dgxowv 0dq\ qhhg khos zlwk dfwlylwlhv ri gdlo\ olylqj hvshfldoo\ phdo suhsdudwlrq vr , dp h[flwhg wr ohduq

SANS Institute Information Security Reading Room...7K H 6$16,QVWLWXWH $XWKRU5HWDLQV)XOO5LJKWV !)&*+'$&!,-'.+//-0!)&*+'$&12-'.+//-34-5$6+*2+$17$ ! ! !!!!!

Re - · PDF filesummer 2013 3 report contents 3xeolvkhu gacm 7kh *hupdq $vvrfldwlrq iru &rpsxwdwlrqdo 0hfkdqlfv $gguhvv ,qvwlwxwh iru

rtfMRI Weiskopf Nikolaus050616e - Organization for … Materials/rtfMRI... · 0d[ 3odqfn ,qvwlwxwh iru+xpdq &rjqlwlyhdqg%udlq 6flhqfhv0d[ 3odqfn ,qvwlwxwh iru+xpdq &rjqlwlyhdqg%udlq

L'économie Collaborative (collaborative economy)

-RQDWKDQ +ROPHV - Jonathan Holmes' Online Portfolio 7kh 8qlyhuvlw\ ri 7h[dv dw 'doodv %dfkhoru ri 6flhqfh lq 6riwzduh (qjlqhhulqj 6hswhpehu -xo\ zzz fudlw qhw fudlw lv#jpdlo frp #fudlw

7RUFK DQG 7UHIRLO - apoarchive.orgMar 09, 2014 · )ru vhyhuvo \hvuv kh kdv grqh vrfldo vhuylfh zrun lq 'doodv lp sryhulvkhg duhdv qrw e\ ilwv dqg vwdoov zkhq wkh vslulw pryhg klp

h j ! 2è ! $OO ,QGLD ,QVWLWXWH RI 0HGLFDO 6FLHQFHV

The Midas Collaborative Innovative Investments ... · in Microenterprise in Massachusetts The Midas Collaborative The Midas Collaborative The Midas Collaborative The Midas Collaborative

29th Annual Elder Law Institute - Practising Law Institutedownload.pli.edu/WebContent/chbs/185776/185776_Chapter06_29th... · 333 3UDFWLVLQJ/DZ,QVWLWXWH 4 DD214s are sometimes missing

0DVWHULQJ 5HWLQD &RGLQJ · 0dvwhulqj 5hwlqd &rglqj $656 ±7kh %xvlqhvv ri 5hwlqd 'doodv 7h[dv 6xqgd\ 0dufk -r\ :rrgnh &2( 2&6 2&65

Presentation - ULI Report Civic Center Site Redevelopmentagenda.savannahga.gov/content/files/presentation-uli-report-civic-center-site... · 0,66,21 7kh 8uedq /dqg ,qvwlwxwh surylghv

5SER)NSIGHTS4OOL - IIT Institute of Design · 9lmd\ .xpdu 8vhu ,qvljkwv 7rro ,qvwlwxwh ri 'hvljq ,oolqrlv ,qvwlwxwh ri 7hfkqrorj\ zzz lg llw hgx-dqxdu\ thedatatheygatherfromtheleld

MIIS Catalog AY 2019-2020 Final - Middlebury College · 352),/( +lvwru\ 7kh 0lggohexu\ ,qvwlwxwh ri ,qwhuqdwlrqdo 6wxglhv dw 0rqwhuh\ zdv irxqghg lq dv wkh 0rqwhuh\ ,qvwlwxwh ri )ruhljq

B.Tech ECE Curriculum and syllabus 2017 final PSOupdated ToCece.nitc.ac.in/B.Tech_ECE_syllabus_2017_final.pdf · 'hsduwphqw ri (ohfwurqlfv dqg &rppxqlfdwlrq (qjlqhhulqj 1dwlrqdo ,qvwlwxwh

rehabcouncil.nic.inrehabcouncil.nic.in/writereaddata/approved_inst.pdf/lvw ri $ssuryhg ,qvwlwxwlrqv xswr wk )heuxdu\ 6o 1r ,qvwlwxwh &rgh ,qvwlwxwh 1dph $gguhvv $ssuryhg 7udlqlqj 3urjudpph

3ODFHPHQWiert.ac.in/pr1.pdf · 2020. 8. 25. · ,qvwlwxwh 2i (qjlqhhulqj dqg 5xudo 7hfkqrorj\ 3ud\djudm $ 6wdwh ryw udqw lq dlg ,qvwlwxwh 7udlqlqj 3odfhphqw &hoo (qjlqhhulqj 'hjuhh

SANS Institute Information Security Reading Room...7K H 6$16,QVWLWXWH $XWKRU5HWDLQV)XOO5LJKWV !)&+'$&!,-'.+//-0!)&+'$&12-'.+//-34-5$6+*2+$17$ ! ! !!!!!