Part II: Positioning, Delivering, and Measuring Value

Chapter List

Chapter 8: What Have You Done for Me Lately?

Chapter 9: The Financial Imperatives Scorecard

Chapter 10: Value and the Levels of Evaluation

Communicating your value continues with knowing the solution you want to provide; understanding how your solution may be perceived by your audience; and arranging to continuously define, measure, and track your value in financial terms. The second part of this book will cover the next five steps in the financial value process:

• Step 4: Identify Intervention

• Step 5: Clarify Perceptions

• Step 6: Develop Scorecard

• Step 7: Deliver Intervention

• Step 8: Evaluate Results.

In chapters 8, 9, and 10, which comprise Part Two of Quick! Show Me Your Value, you will

• be introduced to a model that can explain why so much of what you do is taken for granted and how your financial value becomes invisible

• discover how to create a scorecard that allows you to track financial value from your WLP solutions and keep the perception of your value high, as that value inevitably drifts over time to being taken for granted

• learn what different types of evaluation data must be presented to some audiences but not to others, if your value is to be accepted by every audience you communicate with.