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A Few Recommendations

As you develop comfort, confidence, and skill in communicating your value, financial value statements will become easier and easier for you to use. Here are a few recommendations for you to keep in mind. First, remember to match the appropriate level of evaluation data to your audience as best as possible. For a review of these concepts, please see chapter 10. If your audience needs multiple types of evaluation data, the higher the level of evaluation data you can use, the better.

Amounts that reflect net dollars are better than gross dollars that have not been formally isolated or had costs removed. In general, however, it is a good idea to give the audience an idea of the size of the contribution by using some type of dollar figure. A percentage of adoption for the performance value can also be used, but it’s best if this metric is compared to a dollar figure for the broader financial measure. Remember that your audience needs to hear the size of your contribution, not just the benefit-to-cost ratio (BCR) or return-on-investment (ROI), as discussed in chapter 9. Many people in your audience know that large ROIs or BCRs can be generated from very small numbers, so it is important to know the actual size of your contribution in monetary figures.


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