Strategic HR Weekly "Sales" Tip #37
Make, Keep, Save
CEO's running a business focus on maximizing Profits. When their internal staff or an outside consultant approaches them with a suggested new initiative (new activity, product, or service), those CEO ask themselves:
How will it help me Make Money, Keep Money, or Save Money?
If you start your conversation with the C-suite acknowledging those questions, you'll have their undivided attention.
(If it appears like the suggestion will impact one or more of those goals, the CEO will then ask: How much? How soon? And how sure? Answering both sets of questions is where your business case in made.)
So where do the Make, Keep, and Save components fit with the P&L? Look over to the right of the diagram below.