Part 6
Next steps in the process
Challenges and opportunities
When presenting your proposal, you will inevitably be faced with questions and challenges to your business case. To overcome this, you should think of all the possible questions that decision-makers may ask so that you can fully prepare your responses.
Some common areas and possible responses may include:
Q: We can’t afford it.
A: Talk about the risks to the business and financial exposures if the project isn’t agreed.
Q: Why change how we do things now, it works for us.
A: Talk about the weaknesses of existing systems and processes and work through the business benefits again.
Q: Can the it team manage a new software system and its ongoing maintenance across the business?
A: Make sure that you’ve received buyin from it and discuss the support they have shown for the project.
Q: Where is the budget being allocated from for this project?
A: Talk about the level of budget you have available and any available finance from other of the business you may be able to access.
Changing no into yes
To manage objections, don’t give up at the first sign of resistance. Ask questions that will help you to understand the reasons driving a ‘no’ decision.
The more questions you ask, and the more relevant the questions, the more likely you are to change a ‘no’ into a ‘yes’.
It may take more time than you’d like, and several more meetings, so beyond your proposal, you’ll need to listen, pause and clarify, so that everyone understands the importance of your plan and begins to see the benefits in a more positive light.
Decision time
Once you’ve presented your proposal and had a chance to address any areas of concern by management and internal stakeholders, you should be in a good position to get buy-in from key decision makers.
Prepare for the fact that this may not happen at your first attempt, and you may have to refine or rework some or many aspects of the project plan.
This may mean additional content or more data insight. But by using the format in this guide and clearly communicating the business value it will deliver, you will be much closer to a decision that can get your project underway.
