Chapter 15
Make Your Pitch
On decision day, some stakeholders focus entirely on ROI. Others want to know who you worked with to gather information. Still others scrutinize the risk plan. If one person will decide your project’s fate, play to her preferences. But when presenting to multiple stakeholders, include something for everyone.
Start with the Need
If stakeholders don’t believe you’ve identified a real business need that’s connected to the company’s strategic priorities, they’ll stop listening—or even ask you to stop talking. So describe that need at the outset, and remember to tell it like a story to engage your audience.
Be Brief
Review each slide, providing only pertinent information on major points. Your busy stakeholders will appreciate ...
Get HBR Guide to Building Your Business Case (HBR Guide Series) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
