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Part One: Identifying Value > Decoding Value

Chapter 2. Decoding Value

In This Chapter

  • Step 1 of the financial value process: define audience

  • How to play the game and break the ROI code

  • How cascading metrics create financial value chains

  • How to translate from the language of performance to the language of finance and back again

  • Why you must make the translation clear for your audience

  • Why understanding your audience’s ROI timeframe makes a difference in getting them to pay attention to your value statements.


“What is my return-on-investment for this program?” This question is one of the most frustrating questions today’s WLP professional can face. Even if you, as a WLP professional, give what you think is a good answer, you may often get the sinking feeling that your audience is thinking politely that you just don’t get it. Even if you’ve gone to the effort to determine a return-on-investment answer of, for example, 125 percent, you may still be left with the sense that you didn’t answer the real question and that you’ve blown it, but you don’t know why. What went wrong?


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