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Training Services
HCR develops and delivers customized business value
training content. This training has helped IT vendors (and their partners)
enhance selling effectiveness by focusing on the business value of
products/services. Business value training also helps IT and business
managers make more effective/credible IT investment decisions.
Typical Training Format:
- 40% Lecture
- 30% Demonstrations of tools, spreadsheets, and sample deliverables
- 30% Individual and team activities, exercises, and case studies
(practice using tools, estimating, analyzing, interviewing, etc.)
Training Duration: 1-5 days
Potential Training Content
- Overview
- Common terminology – business value,
economic justification, business case,
ROI, TCO,
- Importance of credibly/accurately
assessing the business value of
investments
- Trends / key issues
- Why business value is becoming
increasingly important
- Why more business value
assessments are not credible
- When and why perform a business
value assessment?
- Financial concepts
- Costs, benefits, TCO (total cost of
ownership)
- ROI, NPV, IRR, payback period, EVA
- Cash flow analysis
- Key components of business value
assessments
- Business assessment
- General organization/industry assessment
- IT assessment
- Business assessment
- Process diagramming and analysis
- Solution assessment
- Proposed solution selection or clarification
- Solution mapping (map solution capabilities to
KPIs, KSFs, and benefits)
- Implementation planning
- Deployment planning
- Costs & benefits
- Qualitative benefit assessment
- Estimating IT benefits (TCO
savings) - IT labor and service savings,
hardware savings, software savings
- Estimating business benefits - cost savings,
productivity improvements, revenue growth, KPI (key performance indicator) impacts,
other benefits
- Cost assessment (hardware, software, IT labor
and services, user labor)
- Analysis & reporting
- Risk assessment
- Options (flexibility) analysis (e.g.
using Black-Scholes Option Pricing Model)
- Financial analysis
- The business case
- Process to conduct business value studies
- Client qualification
- Sponsor/key stakeholder interview
- Planning/preparation
- Kick-off meeting
- Surveys/questionnaires
- Interviewing
- Product demos
- Workshops/visioning
- Analysis/modeling
- Review/validation
- Final presentation
- Consensus on next steps
- Deployment planning
- Final deliverable (the business case)
- 3rd party audits, peer reviews
- Post-project review
- Monitoring actual results achieved
- Other related assessment types & components (purpose, samples, etc.)
- Project portfolio assessments
- Maturity assessments
- Capability assessments
- Competitive comparisons
- Pro/con tables
- Benefits management
- Best practices impact assessment
- Key success factor impact assessment
- Business process impact assessment
- Benchmarking
- Scorecards
- Evidence: finding and using sources of cost and
benefit data/information (tools, publications, databases, expertise,
etc.)
- Scholarly publications
- IT researchers (Gartner, Forrester, IDC, etc)
- Technology vendors (Microsoft, IBM, etc)
- Books
- Benchmarking services
- Trade publications
- Organizations
- Consultants
- Best practices for conducting successful business value studies
- Set expectations
- Involve appropriate executive sponsor and other key stakeholders
- Effective project management
- Be conservative
- Use credible methods to quantify benefits (use multiple
approaches, if possible)
- Leave an audit trail (clear link to the data source)
- Transparency: avoid “black box” approaches
- Leverage research/data – minimize opinion-based calculations
- Obtain buy-in
- Be comprehensive and detailed, but follow the 80/20 rule
- Business value studies at government agencies and other
nonprofit organizations
- Methodologies, processes, and tools (when to use, sample
deliverables, etc.)
- TCO – Total Cost of Ownership (Gartner)
- TVO – Total Value of Opportunity (Gartner)
- REJ – Rapid Economic Justification (Microsoft)
- TEI – Total Economic Impact (Forrester)
- Others
- Resources/references/research
Contact Us for more
information.
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