What step 4 of the financial value process (identify intervention) really means
Why step 5 of the financial value process (clarify perceptions) is so important to your ability to communicate value
An explanation and examples of givens, conscious negotiables, and unknown expectations
How your value slides even if your interventions are successful
A case study demonstrating changes in value perception.
In previous chapters, you ‚ ve seen how to use financial numbers to create value chains tailored for the specific audience you are communicating with. It ‚ s time to wow them! Right?
Well, not so fast. Before you jump into the communication fray, let ‚ s take a quick look at steps 4 and 5 of the financial value process. Once you know which intervention you wish to communicate about, it ‚ s important to examine that intervention within a model of perception that, even if you are correct with your numbers, will affect what your audience is able to see, hear, and accept as valuable . You ‚ ll see how the effects of time and familiarity create challenges in communicating the value of your interventions.