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Business Value Assessment

Support the customer’s Business Value Assessment to influence the metrics behind the ROI calculation and present a bulletproof ROI study to the Economic Buyer.

Every company will do some kind of Business Value Assessment (BVA) to see if the investment the project team is planning is worthwhile.

If you don’t proactively support the client in this stage, the ROI calculations will be based on the usual internal measurements (e.g., cost cutting), without a chance to enrich them with how their business could be supported.

However, if you have a strong relationship with the stakeholders, you will be able to influence the metrics used in the calculation. Good salespeople actively engage in process audits, collecting the metrics and convincing stakeholders to buy into one saving or another by showing them what the picture could look like.

During such a process audit or value assessment, you get to know a lot of people and learn a lot about your prospect’s problems, politics and other issues, so that in the end you probably know more about what needs to be done than the employees themselves.

Best-practice tips for setting up a value assessment or process audit

  • Get the sponsorship of the Economic Buyer.
  • Let your Champion or the EB send the stakeholders an email to support this assessment.
  • Schedule 45-minute to 1-hour meetings with the respective stakeholders, where you show what your offering is capable of and discover the metrics.
  • Hold the meetings with one stakeholder at a time. They are more likely to be open when their peers are not around.
  • After collecting all the metrics, separate the hard facts (tangible values) from the soft facts (intangible values). The ROI calculation needs to be based on the hard facts, enriched with the soft facts on top.
  • Crosscheck your findings with your Champion and “polish” them to be bulletproof.
  • Crosscheck with stakeholders to get their buy-in on the findings. If the EB turns to them to support the numbers, they should be convinced to do so!

The result should be a bulletproof ROI study justifying the investment in your offering, which you can present back to the EB in an Echo Back meeting.

Qualifiers and milestones in this stage

In the BVA stage, you will find the following milestones by default: