Building Financial Value Chains
If you have never built a financial value chain, your next question might be, ‚“Where do I start? ‚½ The answer is anywhere . Start at the bottom and build up, at the top and build down, or in the middle and build out. Start with whatever you know.
If your target organization or the organization that you want to communicate value to is a megacorporation, you may never communicate directly with the CEO or CFO, but the management layers you work with often do. You need to be able to communicate value directly to your immediate audience. You also need to help the audience communicate value to the next level and up.
This is a good time to get started on your financial value chains. Exercise 2-1 asks you to define the names and titles of your audience and the timeframes that it needs to see results in.
Directions: Complete the following steps for this exercise. If you prefer not to write in this book, go to the companion Website (www.astd.org/astd / publications ) to download a PowerPoint file for this exercise.
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Fill in the names and titles for each of the four boxes displayed under one of the levels of your audience.
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Fill in the timeframes you believe each audience may be most focused on demonstrating results.
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If you don ‚ t know the names, titles, or timeframes for one or more of your audiences, you may put a question mark in the box or the timeframe. This will be a reminder to you that you have some research to complete as you read about performing business intelligence research in chapter 7.
Step 1: Define Audience
| Important ‚ | No matter how much you think an audience ought to care about the value you are communicating, the fact remains that people only have so much time and attention to spend . They will focus on results that solve their most pressing priorities, as they understand them from their managers. You will go a long way in being perceived as ‚“getting it ‚½ if you communicate value that way, too. |
EAN: 2147483647
Pages: 157