In his bestselling book, Leadership in the Era of Economic Uncertainty, business guru Ram Charan says that during [and after] the world-wide business crisis “…company executives are categorizing all expenditures into one of three buckets…”
1. Keeping the lights on
2. Compliance (MORE than ever)
3. Discretionary Spend (LESS than ever)
If your solution doesn’t keep the lights on or help with compliance; you’ve got a fight on your hands for discretionary dollars.
When is the last time you described your solution in terms of a business case?