QAISER AMIN

Perfect Phrases for Presenting Business Strategies
Analytical needs to hear: The costs are an accurate
reflection of what the company can expect.
Our costs have been projected by the marketing financial
analyst to be $330,000. That covers all expenses. We will
pay for the program with the budgeted money for the
introduction of the E–2000 line, as that product has run
into reliability problems in field tests.
Conservative or hostile needs to hear: No other programs
have a cost-benefit ratio better than this proposal.
The program will cost $85,000, but it will make us a player
in a $5 million market. This is the only opportunity
available with a low cost with such a strong upside
potential. We will delay our plant maintenance overhaul
two months to introduce the program, and then use initial
profits from the strategy to pay for the budgeted
maintenance.
Internal Strategies
Solving a Problem
Higher management wants to hear: Costs are for a
significant improvement, not simply to fund a program
that is just enough to eliminate a problem.
The costs of the program are $95,000. But this strategy
does not just solve our immediate problem; it is also
putting in place several procedures that we had planned
on adding next year. We can pay for the improvement
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