CHAPTER 5Making the Business Case

The first duty of a wise advocate is to convince his opponents that he understands their arguments, and sympathizes with their just feelings.

—Samuel Taylor Coleridge

By this time, your investigation is done. You’ve uncovered the current requirements of the organization, along with what the various departments think they might need down the road as well. You’ve found the trends, the issues, the problems, the concerns. You have a good idea of how compliance impacts, and will continue to impact, your policies and procedures.

Earlier, I said that you have to think like Us and Them. That is, “Us” are the people in charge who put the processes in place. “Them” are the users who will be affected by your decisions. ...

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