STEP TWO

Determine Payoff Needs

OVERVIEW

Needs must be defined early in order to set proper objectives.

All payoff opportunities should be examined, even when they are not so obvious.

Examine all costs and their implications.

If needs are not defined clearly and early in the process, a flawed project or program can result, creating inefficiencies and other problems. This chapter explores payoff needs, the second step for business alignment. The image of the V-model presented in the Introduction (Figure D) will prove helpful as analysis begins. In the next four steps we will assess the needs at five levels, beginning with payoff needs and progressing to preference needs. The objectives derived directly from these needs are defined, making a case ...

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