While ROI (return on investment) alone isn’t enough to get a project funded – it sure is better than not having one. The mistake many of our client sponsors make is that they fail to quantify the value of the proposed investment. Oh, they’ll identify the “categories” of value – improve turnaround time, reduce complexity, better serve our customers, etc. – but without a stake in the ground on actual targeted value (or pain) associated with the proposed initiative, in the mind of the CFO this becomes a “nice to have,” not a “must have.”
It’s likely obvious which approach I advocate – the proactive approach! In essence, if you’ll take the time and effort to develop a plan or a road map for how you will: Maximize your business with your current accounts, Focus your time on the right “new” accounts – and the likely solutions that would most benefit them, And allocate your time on your calendar to achieve these results. The absence of a territory management plan is purely reactive – and it doesn’t work well for most.