Ask my clients the one question I start every single meeting with, and they will tell you, “What does success look like?!”
I’ve done it for so long it’s become somewhat of a meme.
What I really mean is, “From your perspective, what’s most important to you?”
Perspective is defined as “a particular attitude toward or way of regarding something; a point of view.”
By imagining our prospect's (and colleague's) perspectives of the value of sustainability, we can tap into what they care most about and create a business case that resonates.
Here are five (5) perspectives to keep in mind:
Strategic perspective Audience: CEO, Board President. Key considerations: Does the project support the company's vision and long-term strategy? Does it align with or advance the company’s five-year plan?
Economic perspective Audience: CFO, Board of Directors, Shareholders, Investors. Key considerations: Is there a clear and compelling ROI? Does the project or its outcomes reduce the company’s economic risk?
Operational perspective Audience: COO. Key considerations: Does the company have the human capital and equipment necessary to succeed at the project? If not, how will operational needs be met?
Commercial perspective Audience: R&D, Business Development. Key considerations: Will the project outcomes lead to the development of new products or services? Are there new business opportunities that can be leveraged?
Management perspective Audience: Department managers. Key considerations: Does the vendor have the capacity to design, deliver, implement and/or monitor the project? Will x department be required to contribute to the project?
Which of these are you most familiar with? Which were new to you?
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