ROI conversations are often derailed by overconfident assumptions.
Baseline current effort
Start with real weekly hours, error frequency, and rework costs. Baselines should come from observed operations, not optimistic estimates.
Separate direct and indirect gains
Direct gains include reduced manual hours. Indirect gains include faster response cycles, fewer escalations, and better planning confidence.
Model implementation phases
Include discovery, build, stabilization, and ongoing maintenance costs. A phased model reflects actual project dynamics more accurately.
Use sensitivity ranges
Present conservative, expected, and high-impact scenarios. Decision makers trust bounded estimates more than single-point forecasts.
Tie metrics to business owners
Assign ownership for each KPI after launch. Without accountability, measured ROI drifts from real-world outcomes.