The ROI Problem
Posted on Thu, Sep 01, 2011
The ROI Problem: How Do I Sell It and To Whom? How Do I Fund It?
You aren’t going to be successful without it. You don’t even have a chance. Don’t run away from the fact that at some point you have to articulate ROI to your boss, client or committee and if you can’t - well the odds that your project is going to go forward is nil. If you are avoiding this problem then you, like many others in the industry, think that security is a cost center that only sucks money away from the bottom line. We are here to tell you this isn’t true.
The safety, protection and compliance that security is responsible for is valuable. The key: Can you find a way to clearly articulate the cost associated and its value into real numbers? Our Professional Services Group works with some of our highest profile clients across the country. They are willing to share how they assist our clients on a day to day basis. Our clients have mandates and goals. They walk a tightrope between the two. They will share their thoughts with us on walking the value tightrope:
• What is the biggest mistake for people as they try to explain ROI?
• What format have you seen work best when attempting to get buy in on a project?
• What creative attempts have you seen that have been successful in articulating ROI on a project?
• How do you measure the success of a project, that is, are the metrics clear and tangible?