QAISER AMIN

Delivering the Power
Conservative or hostile needs to hear: The plan financials
are so strong that no one will be willing to stand in the
way of the project.
Our ROI this year will be 42 percent, and the ROI next year
will be 100 percent. These are better ROIs than we have
ever had on a project, and in addition the project will let
us bid on big projects from two new prospects, which
could add 20 percent to our revenues.
Creating a Strategic Advantage
Creating a strategic advantage typically creates high costs and
low ROI in the first year or two, but then a high ROI in years
three through five.Typically you need to explain ROI over more
years with a strategic advantage strategy. Again tie the advantage
into customer benefits whenever possible.
Higher management wants to hear: The ROI will be positive
at the beginning, and very high in years three to five; fits
with company overall efforts.
The new ceramic firing equipment meets our long-term
goal of being able to offer a unique high-end line of
products for department stores. Year two we will have an
ROI of 10 percent, but it will rise to 30 percent in year
three and 60 percent in year five.
Action-oriented needs to hear: The plan has strong
financials; high chance of success; and strong support
within the company.
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