We all remember the iconic scene from Jerry Maguire where Rod Tidwell, played by Cuba Gooding Jr., relentlessly demands “Show me the money!” This phrase resonates deeply in the business world, especially when discussing innovative technology platforms. Clients are often enthusiastic about new solutions, but in today’s climate, a compelling business case and demonstrable Return on Investment (ROI) are essential to secure budget approvals. You have to “show them the money”—the tangible value and return—to get the green light.
Building a robust business case to justify investments isn’t a one-size-fits-all endeavor. Approaches vary in complexity, but the ultimate goal is consistent: to convince decision-makers of the project’s necessity and value, positioning it as a top investment priority. It’s about making them believe in the potential returns, much like the anticipation in the classic phrase, “one for the money, two for the show,” where the focus is clearly on the payoff.
This article, the first of two parts, will outline four key tips to effectively “show the money” to executives or clients, ensuring they not only see the value but truly believe in it. The first two crucial elements are:
1. Storytelling: Weaving a Narrative of Value
At its core, a business case is a story about change. This narrative should unfold across several chapters to effectively communicate the rationale behind the proposed investment.
Chapter one sets the stage with the “why.” Begin by illustrating how your project aligns directly with the organization’s overarching business goals and objectives. Demonstrate this alignment clearly. If your initiative demonstrably supports top-line goals, it becomes inherently strategic and a higher priority for funding. Resources follow strategic imperatives.
Next, detail the current state challenges that act as roadblocks to achieving these critical goals. To amplify the impact, use vivid examples of recent negative consequences stemming from these challenges. Recalling a significant recent outage, for instance, can powerfully underscore the urgency of the situation.
From this point, articulate the desired future state and the essential requirements of the solution needed to reach it. Only after establishing this context should you introduce your recommended solution. With the groundwork laid, you can then present the tangible benefits and corresponding business value that the solution will deliver. This value is frequently quantified in terms of key metrics such as saved employee time, reduced customer attrition, increased revenue, or newly captured opportunities.
Finally, conclude your narrative with a clear action plan outlining the steps required to realize these benefits, along with all necessary dependencies for success. By providing this comprehensive story, you significantly increase the likelihood of a successful outcome for your business case.
2. Radical Transparency: Building Unshakeable Trust
Have you ever encountered a presentation of figures or analysis that immediately triggered skepticism? A common cause of this reaction is often the presenter omitting crucial calculation details or underlying assumptions. If the audience can’t readily see the logical progression—that 1 + 1 truly equals 2—doubt creeps in. The immediate question becomes, “Where did that figure actually come from?” This isn’t necessarily about mistrusting the presenter’s intentions, but it erects an obstacle to belief that wasn’t there initially. Human nature makes it challenging to regain belief once doubt has taken root.
Therefore, complete transparency is paramount. Don’t leave out the granular details. Clearly present how you arrived at the projected benefit numbers. Show all calculations and explicitly state all assumptions. When you integrate this level of transparency into your storytelling, your audience will follow your logic every step of the way, nodding in agreement as they see the value unfold.
Storytelling and transparency form the bedrock of a compelling and credible business case, enabling you to effectively “show the money” to both clients and internal leadership. Stay tuned for Part 2 of “Show Me the Money,” where we will explore two more frequently overlooked, yet critical, keys to building and delivering business cases that drive the change you seek.
