Making Technology Investments Profitable: ROI Road Map from Business Case to Value Realization Review

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Making Technology Investments Profitable: ROI Road Map from Business Case to Value Realization ReviewI've followed Jack Keen for a while and have really taken on his insights on recognizing what soft benefits can do for a company. A while ago I had the opportunity to present the ideas on soft benefits to the management and received some very positive feedback, which then led me to this book and after having read some pages online, I realized that even if I only used a small amount of all the presented information, it would still be well worth not only investing the money to buy it, but investing the time to read it.
I think more and more managers are realizing that with the current business climate (recession and tough competition etc), very little can be predicted; this also leads to that the investments are carefully reviewed and as a consequence of this, we tend to create a lot of drama in producing our cases, which essentially kills the idea before it begins. "Making Technology Investments Profitable" brings some fundamental ideas to the table and helps us take an objective perspective on the process.
The book provides:
1. A step by step methodology that erases the notion that only specialized people are able to articulate a business case.
2. The language is easy to understand and helps the specialized finance person articulate a methodology that the non-finance person can understand and apply while following the process(es).
3. It incorporates the soft (intangible) benefits in its methodology.
4. It has some great references to all the less than good things we all do, (both on the individual and company level) when dealing with the investment process. This is worth mentioning, because there are some good aha moments that helps the company (or person) identify and understand what might have gone wrong in the past.
5. And finally: it really makes you get the basic of basics: that it's all just common sense.
While my team and I are still polishing the material (for the new proposed process); we've already had a huge amount of positive feedback coming to us from several departments, wanting us to put this investment strategy forward so that we can enable other departments to originate or build their own case and allow them to tell their "story" the right way.
This book basically gives any company a chance to be competitive in the market and fundamentally change its attitude towards investments and engage the business in taking ownership of the process.
Making Technology Investments Profitable: ROI Road Map from Business Case to Value Realization Overview

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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table Review

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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table Review
I liked this book a lot. I thought it was well outlined and well written. The book's overall message is that the small business owner should link prices to the value delivered. The reader should be able to optimize pricing for her services or products after considering the 10 rules of pricing presented in this book:
1. Generally, don't let the customer talk you down in price
2. Price your service or product at a level that a customer is willing to pay if they understand the value of your service or product
3. Know which of three pricing strategies you are using and stick to it
4. It's OK to negotiate price with customers, but make sure you win
5. It's OK to lower prices, but only in order to increase profits
6. Expand your offerings so you aren't locked into one price for one product
7. Great pricing will often force your competition to react to your pricing
8. Your company's sales force has to be expert at why and how you priced your services or products
9. Set prices based on value - not on cost-plus
10. Always keep in mind you are in business to make a profit without leaving money on the table
I loved the instruction that the author provides regarding how an owner of a small business has to be willing (and able) to fire unprofitable clients and customers. Business people who compete on price are playing a fool's game. Smart business owners understand that value is the basis for business exchange and that to be successful at business one must FULLY understand value. This book puts forth a pretty good effort to help the reader fully understand value, or at least how to go about fully understanding value after doing a little investigation and research of the market.
Pricing goods and/or services is far from simple. And setting an optimal price is one of the most difficult decisions to make when starting a business. Furthermore, as a business grows and matures pricing at an optimal level continues to be difficult. Prices never stay the same because demand never stays the same. To do this well one must know the market (competitors & customers), know the costs, know the perceived value, and know the actual value.
Getting a handle on all this is not particularly easy. This is especially true because customers are often times very hard to figure out. Some are price buyers, some are value buyers, some are relationship buyers, and some are poker-playing buyers. Knowing these four types of buyers is a heads up for the small business person. But he or she still has to read the customer and figure out which one of these four the customer is before negotiations can be performed in favor of the seller. Read this book and start on your path of being a better pricer of your services or goods. 5 stars!Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table Overview

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